Business Development Manager – IBM Solutions

About the role

The IBM Business Development Manager will drive growth, expand market reach and strengthen partner engagement for Arrow’s IBM business, acting as the primary interface between IBM, Arrow and channel partners.

Key responsibilities

• 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.
• Recruit, onboard and develop new IBM‑focused channel partners and resellers.
• Maintain executive‑level relationships with IBM and lead regular business reviews.
• Deliver business development workshops, training sessions and sales‑enablement activities.
• Maintain accurate sales forecasts, pipeline reporting and provide regular business updates.

Required profile

• 5+ years of channel sales, business development or partner management experience.
• Experience working with IBM solutions or a leading enterprise technology vendor.
• Proven track record of achieving revenue and profitability targets.
• Strong relationship‑building, presentation and negotiation skills.
• Commercial acumen and analytical mindset.

What we offer

• Permanent contract after probation period.
• Hybrid working model with home‑office options.
• Company car.
• Open and collaborative culture with flat hierarchies.
• Performance‑based compensation (base salary €43,920‑€53,680 plus bonus, OTE €54,900‑€67,100).