Business Development Manager (m/w/d)
On-siteMunich, Bavaria, Germany or Markkleeberg, Saxony, Germany
Job Summary
Develop and execute the annual IBM business plan aligned with vendor and distributor objectives to drive revenue growth, profitability, and market share across the IBM portfolio. Identify emerging market opportunities, build active sales pipelines through channel partners, and recruit, onboard, and develop new IBM-focused resellers. Maintain strong executive-level relationships with IBM, lead regular business reviews, and manage vendor funding programs and MDF investments. Deliver workshops, training sessions, and sales enablement activities while supporting joint marketing campaigns and demand generation. Maintain accurate sales forecasts, monitor business performance, and analyze market trends to provide regular updates and recommendations.
Required Qualifications
- 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
Desired Qualifications
- 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
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