Business Development Manager - Data & AI /Business Development Manager - Data & AI

The role is to own and build relationships with our strategic business partners and actively work towards transforming their business opportunity of helping enterprises in their Journey to Cloud with IBM Cloud & Cognitive Software Group (C&CS). They recruit, enable and build on-going trusted relationships with the business partners for the adoption of IBM Technology, to be used in or with the business partner's products and solutions that they make available to their customers. The PBDM will acquire extensive knowledge of their partners' businesses and the specialisation in which the partners operate and will work with the partner to develop go-to-market strategies. The PBDM will develop extensive executive and senior management relationships with key decision makers and influencers, and will facilitate relationships between partner executives and corresponding IBMers. The PBDM will work collaboratively with other teams across IBM to generate opportunities and work with selected partners to develop those opportunities to closure. 

Key Responsibilities include: 

Recruit and work with new and existing business partner to develop and enable their capabilities in IBM Technology, including developing joint ‘go to market’ plans

Accelerating the partners’ business plans and capabilities to build scale to meet massive customer demand, at a technical and credible level.

Responsible for driving new revenue growth, increased market adoption and the expansion of the partners that are aligned to C&CS Business Unit portfolio, while also providing commercial support for the partners to win opportunities.

Focused on driving successful outcomes for partners and customers, developing IP and mechanisms to build repeatable and scalable engagements, and building an effective partner ecosystem

Instilling and adopting a management system with partners to review sales pipeline and deal progression.

Teaming with technical teams to help the partner create a solution architecture to solve the customer business need and establish a joint engagement plan for the chosen accounts/solutions

Role requirements:

10+ years relevant Sales Experience in technology industry with proven track record

At least 5+ years of experience in consultative selling experience to the executive level

At least 5+ years of experience in building and executing new business models with successful outcomes for clients/business partners

An outstanding ability to understand business problems and articulate a corresponding solution using the latest technology (in the era of Cloud) to help drive business transformation

Shows hunger and a desire to thrive in a fast-paced, constantly changing, results-driven work environment.

Proven proficiency to articulate the Cloud Strategic imperatives to help redefine the customer’s environment, at a technical and credible level

Bears an attitude to continuously learn and upskill to keep up with the changing trends in the market and organisations.

Ability to inspire and be a change agent in the business partner ecosystem.

Proven track record of leading multi-functional teams, influencing people and organizations, including executive management, when issues are complex/difficult and require considerable diplomacy. 

Exceptional communication skills - Both verbal and written

Qualification:

Experience: 10+ years working for large multinational organization with a matrix structure    

Education: preferred MBA or equivalent

Exposure: Externally eminent and known as a thought leader in the era of Cloud helping large enterprises in their journey to cloud transformation