Power Systems ISV Business Development Manager

IBM Systems helps IT leaders think differently about their infrastructure. IBM servers and storage are no longer inanimate - they can understand, reason, and learn so our clients can innovate while avoiding IT issues. Our systems power the worlds most important industries and our clients are the architects of the future. Join us to help build our leading-edge technology portfolio designed for cognitive business and optimized for cloud computing.

About IBM :

IBMs greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, were also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now its time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

In this position, you will play an important role in helping us shape the ISV (Independent Software Vendor) partner ecosystem for IBM Power. You will be responsible for engaging with key ISV partners that have applications focused on vertical industries such as Financial Services, Healthcare and Retail to grow our software ecosystem. Your role will include building business cases, articulating the value of the partnership and how we jointly execute & monetize. You will also enable our offering management, sales and marketing teams to engage effectively with these partners to build and deploy go-to-market programs.

The ideal candidate will possess a business, software and hardware background. He/she should also have a demonstrated ability to think strategically and analytically about business, the software ecosystem and industry trends to enable him/her to build strong relationships with target ISVs, identify ways to deliver high levels of client engagement and generate revenue for IBM Power and our ISV partners.It will be an added advantage if the candidates possess expertise in the ISV ecosystem for AP region.

Key Responsibilities and Goals

• Serve as a key member of the Business Development team to grow the ISV Ecosystem
• Work closely with IBM Power leadership/offering management, sales and business partners to identify key ISV partners in line with the brand strategy and revenue and profit commitments
• Develop strong collaborative relationships with target ISV partners to drive joint revenue
• Build the business case for each partnership articulating the value of the partnership and what each party brings to the table
• Drive teaming between IBM Power offering management, sales and market with ISV partner counterparts to deliver joint go-to-market programs.

• At least 5 years experience working with and through a highly matrixed and global organization
• Ability to work effectively in external organizations
• Strong negotiation skills
• Understanding of the software and hardware markets
• At least 5 years experience creating business cases and partnership value
• Proficiency working with Offering / Product Management and Sales teams

• Existing network of ISVs
• MBA highly desired
• Industry experience in Financial Services, Retail and/or Healthcare