Business Development Manager – IBM Solutions

About the role

The Business Development Manager for IBM at Arrow will drive growth of the IBM portfolio, expand market reach and strengthen partner engagement across the region. You will act as the primary liaison between IBM, Arrow and channel partners, developing strategic plans and identifying new revenue opportunities.

Key responsibilities

• Develop and execute the annual IBM business plan aligned with vendor and distributor objectives, driving revenue, profitability and market share.
• Recruit, onboard and develop new IBM‑focused channel partners, building trusted relationships with key decision‑makers.
• Maintain executive‑level relationships with IBM, lead regular business reviews and manage vendor funding programs, MDF investments and incentives.
• Deliver business development workshops, training sessions and sales enablement activities, supporting joint marketing campaigns and demand generation.
• Maintain accurate sales forecasts, pipeline reporting and provide regular business updates to management.

Required profile

• 5+ years of experience in channel sales, business development, vendor or partner management.
• Proven track record of achieving revenue and profitability targets in an indirect sales model.
• Strong commercial acumen, analytical mindset and excellent relationship‑building, presentation and negotiation skills.

Required skills

• Experience with IBM solutions, including Software, Automation, Data & AI, Security, Infrastructure and Hybrid Cloud.
• Knowledge of IBM Partner Plus programs, partner ecosystem strategies and managing MDF budgets and incentive programs.

What we offer

• Permanent contract after probation period with flexible working hours and hybrid/remote options.
• Company car, modern collaborative work environment and flat hierarchies.
• Performance‑based compensation package (base salary €43,920‑€53,680 plus target variable pay €54,900‑€67,100).
• Equal pay transparency, inclusive culture and opportunities for professional development.