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 driving/accelerating growth, expanding market reach, and driving partner engagement across Arrow ´s IBM business. Acting as the primary interface between IMB, 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 & Reporting

• Maintain accurate sales forecasts and pipeline reporting.

• Monitor business performance and identify growth opportunities.

• Analyze market trends, competitor activities, and customer demand.

• Provide regular business updates and recommendations to management.

What are we looking for:

Essential

• 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.

Desirable

• Experience working within a technology distributor, vendor, or channel-focused organization.

• Knowledge of IBM Software, Automation, Data & AI, Security, Infrastructure, and Hybrid Cloud solutions.

• Understanding of IBM Partner Plus programs and partner ecosystem strategies.

• Experience managing MDF budgets and partner incentive programs.

What is in it for You? 

• Permanent contract after probation period

• Flexible working hours

• Hybrid working model / Home Office options

• Company car

• Open and collaborative company culture

• Modern and dynamic work environment

• Secure and trusting employment relationship

• Supportive team with flat hierarchies and short communication channels

• Attractive performance-based compensation package (base salary plus bonus)

Annual Hiring Range (for a full-time employee)

On Target Earnings (Base + Target Variable Pay)

54,900 to 67,100 EUR

Base Salary Hiring Range

43,920 to 53,680 EUR

Actual compensation offer to candidate may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at offer. Internal candidates who have current pay within or above the hiring range are still encouraged to apply if interested. 

This position might include a benefits package tailored to the specific country of employment.  Detailed information on the specific benefits (if any), compensation structure, and contractual terms for your location will be provided during the hiring process.

Arrow is committed to equal pay for equal work.  We provide upfront salary transparency and do not request past salary history from any candidate.

Interested?

If you are interested in joining the Arrow ECS team, we look forward to receiving your application, including your salary expectations and earliest possible start date.

We offer a responsible and exciting role within a collaborative environment, providing numerous opportunities for both professional and personal development.

Arrow is an equal opportunity employer and is committed to creating an inclusive and diverse working environment by providing equal employment opportunities for all qualified persons. 

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