Strategic BD Exec, Hospitality & Travel Tech

International Business Machines Corporation; Bethesda (MD); On-site; USD 150,000 - 230,000; Full time

Job summary

IBM Consulting in the United States seeks a Business Development Leader to drive revenue growth and build strategic client relationships across Travel & Transportation, with a hospitality focus. You will bridge clients and IBM teams to shape hybrid cloud and AI journeys that deliver measurable business impact.

Lead market opportunities, manage a healthy pipeline, and collaborate with Delivery, Consulting, and Solution Architecture to craft compelling proposals and executive-level engagements.

Qualifications

• 10+ years of experience in Business Development, Sales, or Client Management in the Travel & Transportation industry, Hospitality domain.
• Excellent communication, negotiation and interpersonal skills.
• Deep understanding of Travel & Transportation industry dynamics.
• Knowledge of Hospitality domain technology landscape, including Reservation, Loyalty, Revenue Management, PMS, Group Sales and Data platforms.
• Experience working with global T&T clients at an executive level.
• Strong ability to identify and pursue new business opportunities.
• Ability to analyze market trends, competitor activity, and customer needs.

Responsibilities

• Client Relationship Management - Build and maintain relationships with existing and potential clients, including C-level executives.
• Business Growth and Revenue Generation - Identify and pursue new business opportunities, including researching and analyzing market trends, competitor activity, and customer needs.
• Opportunity Identification & Pipeline Management - Proactively identify and qualify new opportunities, while maintaining a healthy and accurate sales pipeline to meet revenue targets.
• Strategic Planning - Develop and execute comprehensive account growth plans that align IBM's Travel and Transportation solutions to clients' short-term and long-term business objectives.
• Industry-Specific Solution Alignment - Map and position IBM's portfolio of AI, Cloud, AIOps, and Automation solutions to address the unique challenges and priorities of Hospitality clients.
• Collaboration & Internal Coordination - Partner with IBM's cross-functional teams, including Delivery, Consulting, and Solution Architecture, to develop winning proposals and ensure seamless client experience.
• Market and Competitive Intelligence - Monitor and analyze Hospitality domain trends, emerging technologies, and competitor landscape to position IBM as the preferred technology partner.
• Thought Leadership & Executive Engagement - Represent IBM at key industry events and forums, driving executive-level conversations and establishing IBM as a trusted thought leader in the Hospitality domain of Travel and Transportation industry.
• Reporting & Governance - Drive regular governance cadence with stakeholders, ensuring accurate pipeline reporting.

Skills

Client Relationship Management

Strategic Planning

Sales & Revenue Generation

Market Research

Executive Engagement

Cross-functional Collaboration

Pipeline Management

Job description

IBM Consulting in the United States seeks a Business Development Leader to drive revenue growth and build strategic client relationships across Travel & Transportation, with a hospitality focus. You will bridge clients and IBM teams to shape hybrid cloud and AI journeys that deliver measurable business impact.

Lead market opportunities, manage a healthy pipeline, and collaborate with Delivery, Consulting, and Solution Architecture to craft compelling proposals and executive-level engagements.