{"id":3945548,"url":"https://alion.io/job/arrow-electronics-business-development-manager-ibm","title":"Business Development Manager IBM","company":{"id":1757520,"name":"Arrow Electronics","domain":"arrow.com","url":"https://alion.io/company/arrow-com","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workday","truth_index":null},"role":"Management","role_family":"Management","seniority":"lead","employment_type":"full_time","work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Prague, Czech Republic"],"countries":["CZ"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Amazon ECS","optional":false}],"status":"live","first_seen_at":"2026-08-12T00:00:00Z","employer_posted_date":"2026-08-12","last_verified_at":"2026-11-08T19:32:09Z","board_verified":true,"closed_at":null,"days_open":88,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":88},"description":"Position:\nBusiness Development Manager IBMJob Description:\nArrow’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.\nAbout the role\nThe IBM Business Development Manager (BDM) is responsible for driving/accelerating growth, expanding market reach, and driving partner engagement across Arrow ´s IBM business. Acting as the primary interface between IMB, 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.\nWhat you will be doing at Arrow?\nBusiness Growth\nDevelop and execute the annual IBM business plan aligned with vendor and distributor objectives.\nDrive revenue growth, profitability, and market share across the IBM portfolio.\nIdentify emerging market opportunities and develop route-to-market strategies.\nBuild and maintain an active sales pipeline through channel partners.\nCollaborate with sales leadership to identify and close strategic opportunities.\nChannel Development\nRecruit, onboard and develop new IBM-focused channel partners and resellers.\nBuild trusted relationships with key-decision makers, partners and stakeholders.\nCreate and execute partner business plans to drive growth and ensure market expansion.\nSupport partners in developing IBM competencies, certifications, and go-to-market capabilities.\nDrive partner engagement with IBM programs, incentives, and strategic initiatives.\nVendor Management\nDevelop and maintain strong executive-level relationships within IBM.\nLead regular business reviews with IBM and internal stakeholders.\nManage vendor funding programs, MDF investments, and incentive initiatives.\nEnsure alignment between IBM strategic priorities and Arrow growth objectives.\nSales Enablement\nDeliver business development workshops, training sessions, and sales enablement activities.\nDrive partner participation in IBM certification and accreditation programs.\nSupport joint marketing campaigns, demand generation activities and partner events.\nWork closely with internal sales teams to increase IBM portfolio awareness and cross-selling opportunities.\nForecasting & Reporting\nMaintain accurate sales forecasts and pipeline reporting.\nMonitor business performance and identify growth opportunities.\nAnalyze market trends, competitor activities, and customer demand.\nProvide regular business updates and recommendations to management.\nWhat are we looking for\nEssential\n5+ years’ experience of channel sales or business development, vendor, or partner management.\nExperience working with IBM solutions or a leading enterprise technology vendor.\nStrong understanding of indirect sales models and distribution ecosystems.\nProven track record of achieving revenue and profitability targets.\nExcellent relationship-building, presentation, and negotiation skills.\nStrong commercial acumen and analytical mindset.\nDesirable\nExperience working within a technology distributor, vendor, or channel-focused organization.\nKnowledge of IBM Software, Automation, Data & AI, Security, Infrastructure, and Hybrid Cloud solutions.\nUnderstanding of IBM Partner Plus programs and partner ecosystem strategies.\nExperience managing MDF budgets and partner incentive programs.\nWhat is in it for You?\nPermanent contract after probation period\nFlexible working hours\nHybrid working model / Home Office options\nCompany car\nOpen and collaborative company culture\nModern and dynamic work environment\nSecure and trusting employment relationship\nSupportive team with flat hierarchies and short communication channels\nAttractive performance-based compensation package (base salary plus bonus)\nInterested?\nIf you are interested in joining the Arrow ECS team, we look forward to receiving your application, including your salary expectations and earliest possible start date.\nWe offer a responsible and exciting role within a collaborative environment, providing numerous opportunities for both professional and personal development.\nArrow 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.\nLocation:\nCZ-Prague, Czechia (Hvezdova)Time Type:\nFull timeJob 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