IBM Business Development Manager (m/w/d)
Arrow Electronics, Inc. ·
Position: IBM Business Development Manager (m/w/d) Job Description: Arrow’s Enterprise Computing Solutions (ECS) business is a global technology enablement company that brings innovative IT solutions to the market to solve complex business challenges.
We deliver value-added distribution, business consulting, and channel enablement services to the world’s leading technology manufacturers and their channel partners that serve commercial and government markets. About the role The IBM Business Development Manager (BDM) is responsible for accelerating growth, expanding market reach, and driving partner engagement across Arrow ´s IBM business.
Acting as the primary interface between IBM, Arrow, and our channel partners, you will develop and execute strategic business plans, identify new revenue opportunities, and help partners build successful IBM practices. This role combines business development, partner management, and vendor relationship leadership to drive sustainable growth.
What you will be doing at Arrow Business Growth Develop and execute the annual IBM business plan aligned with vendor and distributor objectives. Drive revenue growth, profitability, and market share across the IBM portfolio.
Identify emerging market opportunities and develop route-to-market strategies. Build and maintain an active sales pipeline through channel partners. Collaborate with sales leadership to identify and close strategic opportunities.
Channel Development Recruit, onboard and develop new IBM-focused channel partners and resellers. Build trusted relationships with key-decision makers, partners and stakeholders. Create and execute partner business plans to drive growth and ensure market expansion.
Support partners in developing IBM competencies, certifications, and go-to-market capabilities. Drive partner engagement with IBM programs, incentives, and strategic initiatives. Vendor Management Develop and maintain strong executive-level relationships within IBM.
Lead regular business reviews with IBM and internal stakeholders. Manage vendor funding programs, MDF investments, and incentive initiatives. Ensure alignment between IBM strategic priorities and Arrow growth objectives.
Sales Enablement Deliver business development workshops, training sessions, and sales enablement activities. Drive partner participation in IBM certification and accreditation programs. Support joint marketing campaigns, demand generation activities and partner events.
Work closely with internal sales teams to increase IBM portfolio awareness and cross-selling opportunities. Forecasting