IBM Business Development Senior Manager

Accenture; Scottsdale (AZ); On-site; USD 120,000 - 300,000; Full time

Benefits offered by this job

401(k) plan

Bonus opportunities

Paid holidays

Paid time off

Job summary

Accenture is seeking an IBM Ecosystem Business Development Director to drive strategic growth across its IBM business, originating and shaping opportunities in mainframe modernization, hybrid cloud, AI infrastructure, and FinOps for enterprise clients.

You will engage IBM leadership and Accenture teams, building executive relationships, developing business cases, and leading joint growth initiatives that position Accenture as the trusted transformation and managed services partner.

Qualifications

• 8+ years in business development, sales, alliance, or consulting.
• 10+ years of complex pursuit management and opportunity development.
• 4+ years selling and shaping enterprise technology transformation engagements.
• Experience building and maintaining a $15M+ pipeline.
• Bachelor’s degree or equivalent work experience (minimum 12 years).

Responsibilities

• Develop and execute joint Accenture-IBM growth strategies and co-sell motions for assigned accounts.
• Build executive relationships with IBM partner managers, technical leaders, and account teams.
• Originate opportunities involving IBM technologies, focusing on mainframe, hybrid cloud, and FinOps.
• Collaborate with 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 aligning technology investments with outcomes.
• Influence IBM leadership to position Accenture as preferred transformation partner.
• Create differentiated industry solutions and joint offerings aligned to IBM GTM priorities.

Skills

Business development

Sales

Alliances

Consulting

Education

Bachelor’s degree or equivalent

Tools

IBM Z

IBM Power

IBM Cloud

Apptio

Job description

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.

Strategic Focus Areas

• Mainframe Reinvention and modernization using IBM Z and LinuxONE, including TCO modeling and business case development
• Hybrid cloud and AI infrastructure using IBM Power and IBM Cloud.
• Infrastructure modernization and tech debt reduction across IBM Z, Power, and Cloud platforms.
• FinOps and IT financial management using Apptio TBM and FinOps solutions across Financial Services, Healthcare, Products, and CMT.

Key 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.

Travel is required for this role. The amount of travel will vary from 25% to 50% depending on business need and client requirements.

Required Qualifications:

• 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)

Preferred Qualifications:

• 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.

Compensation at Accenture varies depending on a wide array of factors, which may include but are not limited to the specific office location, role, skill set, and level of experience. As required by local law, Accenture provides a reasonable range of compensation for roles that may be hired as set forth below.
We anticipate this job posting will be posted until 09/25/2026.

Accenture offers a market competitive suite of benefits including medical, dental, vision, life, and long-term disability coverage, a 401(k) plan, bonus opportunities, paid holidays, and paid time off. See more information on our benefits here:

U.S. Employee Benefits | Accenture

Role Location Annual Salary Range
California $132,500 to $302,400
Cleveland $122,700 to $241,900
Colorado $132,500 to $261,300
District of Columbia $141,100 to $278,200
Illinois $122,700 to $261,300
Maine $112,900 to $222,500
Maryland $132,500 to $261,300
Massachusetts $132,500 to $278,200
Minnesota $132,500 to $261,300
New York $122,700 to $302,400
New Jersey $141,100 to $302,400
Virginia $122,700 to $278,200
Washington $141,100 to $278,200

About Accenture

Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent- and innovation-led company with approximately 791,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology and leadership in cloud, data and AI with unmatched industry experience, functional expertise and global delivery capability. Our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Song, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients reinvent and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities.

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