IBM Business Development Manager (m/w/d)

Arrow Enterprise Computing Solutions; München; Hybrid; EUR 100,000 - 140,000; Full time

Benefits offered by this job

Company car

Pension plan

30 days annual leave

Wellness program (Wellpass)

Bike leasing

Job summary

Arrow Enterprise Computing Solutions in Munich is seeking an IBM Business Development Manager (m/w/d) to accelerate growth, expand market reach, and drive partner engagement across Arrow's IBM business. You will develop and execute strategic plans, identify revenue opportunities, and help partners build IBM practices.

This role combines business development, partner management, and vendor leadership to drive sustainable growth.

Qualifications

• 5+ years' experience in channel sales or business development.
• 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.
• Native-level German and fluent English skills, both written and spoken.

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.
• 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.
• Recruit, onboard and develop new IBM-focused channel partners and resellers.
• 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.
• 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.
• 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.
• 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.

Skills

Channel sales

Business development

Vendor management

Negotiation

Presentation

Analytical mindset

German (native)

English (fluent)

Job description

Position: IBM Business Development Manager (m/w/d)

Job Description

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 accelerating growth, expanding market reach, and driving partner engagement across Arrow´s IBM business. Acting as the primary interface between IBM, 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.
• Native-level German and fluent English skills, both written and spoken.

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?

• Flexible working hours
• Hybrid working model / Home Office options
• Company car
• Capital-forming benefits
• Employer contribution to company pension plan
• 30 days of annual leave
• Subsidized corporate fitness program (Wellpass)
• Bike leasing program
• Employee discount and benefit programs
• Occupational health services
• 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)

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.

Location: DE-Munich, Germany (Elsenheimerstraße)

Time Type: Full