IBM Business Development Manager (m/w/d)

As a Business Development Manager for Arrow's IBM portfolio, you drive growth and market reach by building strong IBM and channel partner relationships. You define and execute strategic plans, identify revenue opportunities, and help partners develop IBM practices. You act as the primary liaison among IBM, Arrow, and partners to ensure alignment with vendor priorities and to accelerate partner-enabled growth. This role sits at the intersection of business development, partner management, and vendor leadership, offering impact through selling, enablement, and ecosystem strategy.

• Flexible working hours
• Hybrid working model/Home Office options
• Company car
• 30 days of annual leave
• Pension plan contributions
• Wellness and fitness program

• 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
• 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
• 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
• 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
• Forecasting & Reporting: Maintain accurate sales forecasts and pipeline reporting; Monitor business performance; Analyze market trends and customer demand; Provide regular updates to management

• 5+ years’ experience of channel sales or business development, vendor, or partner management
• Experience working with IBM solutions or a leading enterprise technology vendor
• Strong understanding of indirect sales models and distribution ecosystems
• Proven track record of achieving revenue and profitability targets
• Excellent relationship-building, presentation, and negotiation skills
• Strong commercial acumen and analytical mindset

• relationship-building
• presentation skills
• negotiation skills
• IBM solutions knowledge
• IBM Partner Plus programs knowledge
• experience with partner ecosystems and MDF budgets