IBM Business Development Senior Manager
About The Position
As the IBM Ecosystem Business Development Director, you are responsible for driving strategic growth across Accenture’s IBM business by originating, shaping, and advancing opportunities centered on mainframe modernization, hybrid cloud, AI infrastructure, and FinOps. You are a trusted advisor to clients, IBM leadership, and Accenture account teams, bringing deep expertise across IBM technologies including IBM Z, LinuxONE, IBM Power, IBM Cloud, and Apptio. You drive executive-level conversations focused on infrastructure modernization, AI adoption, tech debt reduction, mainframe reinvention, and cost optimization while positioning the combined value of IBM and Accenture.
Requirements
- Minimum 8 years of business development, sales, alliance, or consulting experience.
- Minimum 10 years of complex pursuit management and opportunity development experience.
- Minimum 4 years of experience selling and shaping enterprise technology transformation engagements
- Experience building and maintaining a pipeline of $15M+.
- Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associate’s Degree, must have minimum 6 years work experience)
Nice To Haves
- Experience selling or shaping engagements involving IBM Z, IBM Power, IBM Cloud, or Apptio.
- Experience originating and shaping mainframe modernization, hybrid cloud, or FinOps transformation initiatives in partnership with IBM.
- Experience working with Global 2000 organizations.
- Strong executive communication and presentation skills.
- Ability to engage CIOs, CDAOs, CTOs, CISOs, COOs, and Line-of-Business leaders.
Responsibilities
- Develop and execute joint Accenture-IBM growth strategies and co-sell motions for assigned accounts.
- Build executive relationships with IBM Partner Development Managers, Technical Account Managers, Industry Leaders, and Account Teams.
- Originate opportunities involving IBM technologies, with a focus on mainframe, hybrid cloud, and FinOps.
- Work closely with Accenture IBM Business Group leadership to drive pipeline growth and bottom-up pipeline development.
- Lead executive workshops, innovation sessions, and value realization discussions.
- Develop business cases and ROI narratives that align technology investments to measurable business outcomes.
- Influence IBM leadership to position Accenture as the preferred transformation and managed services partner.
- Create differentiated industry solutions, thought leadership, and joint offerings aligned to IBM go-to-market priorities.
- Enable Accenture and IBM field teams on joint value propositions, Defend & Disrupt plays, and strategic growth campaigns.
Benefits
- medical, dental, vision, life, and long-term disability coverage
- a 401(k) plan
- bonus opportunities
- paid holidays
- paid time off
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What This Job Offers
Job Type
Full-time
Career Level
Senior
