Business Development Executive II - IBM Software - US West

Overview

Business Development Executive II - IBM Software – US West

As a Business Development Executive II for IBM Software
, you will be a key driver in growing market share, deepening partner relationships, and leading category success across your territory. You'll use data insights, business acumen, and a passion for technology to identify opportunities, use value-based solution selling, and execute strategic sales plans. This role is ideal for a results-oriented individual who thrives in a dynamic, partner-focused environment.

About the Role:

This role will support our IBM SW vendor which resides under our Modern Infrastructure BU.

You will focus on managing current partners as well as recruiting new partners in the US West region. Expected travel 40%.

IT Channel experience highly preferred.

Compensation: 60/40 split.

• Category Growth Strategy: Lead and implement a go-to-market plan for IBM Software, identifying opportunities across partners and emerging markets.
• Partner Development: Expand relationships with existing partners while identifying new strategic prospects. Accelerate sell-through by providing value-based solutions.
• Vendor Engagement: Build strong, collaborative relationships with IBM and related stakeholders. Negotiate effectively to align goals and drive success.
• Market Intelligence: Stay ahead of market trends, competitors move, and customers needs using actionable insights to inform strategic decisions.
• Cross-Functional Collaboration: Work with internal teams (sales, marketing, product, operations) to execute aligned strategies and deliver consistent partner value.
• Customer-Focused Engagement: Meet directly with partners and resellers to understand business challenges and tailor IBM Software solutions to meet evolving needs.
• Solution Selling: Deliver complete IBM-based solutions, positioning products in a broader IT context to support client needs.
• Platform Expertise: Champion our digital ecosystem, including the Xvantage platform, to enable smarter, faster, and more efficient partner interactions.

• 8+ years of sales, account management, or category/vendor development experience (preferably in tech or distribution)
• Proven track record of exceeding sales targets and driving revenue growth
• Strong understanding of solution selling and business development practices
• Excellent communication, negotiation, and presentation skills
• Territory planning and business partner planning
• Strategic thinker with the ability to use data to drive decisions
• Comfortable navigating ambiguity and managing multiple priorities
• Proficiency in forecasting, pipeline management, and financial analysis
• Passion for technology, partner success, and continuous learning
• Ability to travel for partner and vendor engagements as much as 40%+

• Bachelor’s degree in Business, Marketing, or related field (or equivalent experience)
• Experience working with or selling IT solutions a strong plus
• Familiarity with Ingram Micro’s systems, platforms, or similar IT distribution channels