Lead and implement a go-to-market plan for IBM Software, identifying opportunities across partners and emerging markets.
Expand relationships with existing partners while identifying new strategic prospects.
Accelerate sell-through by providing value-based solutions.
Build strong, collaborative relationships with IBM and related stakeholders.
Negotiate effectively to align goals and drive success.
Stay ahead of market trends, competitors move, and customers needs using actionable insights to inform strategic decisions.
Work with internal teams (sales, marketing, product, operations) to execute aligned strategies and deliver consistent partner value.
Meet directly with partners and resellers to understand business challenges and tailor IBM Software solutions to meet evolving needs.
Deliver complete IBM-based solutions, positioning products in a broader IT context to support client needs.
Champion our digital ecosystem, including the Xvantage platform, to enable smarter, faster, and more efficient partner interactions.

8+ years of sales, account management, or category/vendor development experience (preferably in tech or distribution)
Proven track record of exceeding sales targets and driving revenue growth
Strong understanding of solution selling and business development practices
Excellent communication, negotiation, and presentation skills
Territory planning and business partner planning
Strategic thinker with the ability to use data to drive decisions
Comfortable navigating ambiguity and managing multiple priorities
Proficiency in forecasting, pipeline management, and financial analysis
Passion for technology, partner success, and continuous learning
Ability to travel for partner and vendor engagements as much as 40%+

Business Development Executive II

Key skills