IBM Technology Business Development Executive 

United States, New York 

616269510

Your Role and Responsibilities

This role is a critical enabler of IBM securing market leadership in AI for business. Specific Tasks for the Business Development Executive:

• Influence functional strategy for the area – provide guidance to professions and advice to IBM and Red Hat leadership on technology roadmaps including with business models, customer segmentation, customer workflows, product offerings, and go-to-market plans
• Identify, scope, and execute data acquisition engagements between IBM Research and external organizations, enabling IBM Research to develop market differentiated AI models for IBM’s and Red Hat’s clients and partners
• Operate as an expert on the evolving market landscape for data acquisition and licensing in AI model development
• Understand and evolve data licensing models, preparing recommended budgets for data acquisition activities for IBM Research leadership
• Structure deals to minimize cash outflow. Negotiate data licensing agreements aligned to IBM and Red Hat data and model strategy
• Communicate updates on the strategy, budgets, and status to IBM and Red Hat senior leadership
• Provide subject-matter-expertise with clients and partners related to AI and machine learning

The successful candidate will have:

• Demonstrated experience with business and technical stakeholders at clients and partners, the ability to present business cases and value propositions that resonate with business oriented and technology leaders, program management experience, a technical background and strong business acumen
• Expertise in coordinating and executing business development related activities within a given technology area in order to achieve assigned financial sales objectives
• Excellence in relationship building, including palpable excellence in building and nurturing professional relationships with key stakeholders, both externally and internally within IBM, achieved through effective listening and candid communication
• Ability to identify client and partner motivations; showing a provable ability to identify and understand what motivates organizations, finding synergies and evolving first-of-a-kind technology proof points together
• Ability to work with and leverage other IBM client and partner facing teams to identify opportunities, qualify opportunities, and then directly executing high quality professional engagements that result in winning opportunities that achieve assigned targets, while providing high value solutions
• Seen as an expert in IBM’s AI technology roadmap and ecosystem approach within IBM; manage relationships across functions to deliver client and partner value while increasing IBM’s share of technology consumption within the enterprise IT market

Required Technical and Professional Expertise

• Minimum 5 years of client or partner-facing experience;
• Ability to lead multi-functional teams, conduct special projects and manage departments in complex organizational environments;
• Strong strategic thinking & technical skills;
• Strong negotiation, relationship building and relationship management skills;
• Confident and influential interpersonal skills with the ability to effectively present to individuals and groups at all levels;

Preferred Technical and Professional Expertise

• Experience in data licensing;
• Experience with Red Hat and IBM Software Products: Possess experience of working with these products, with a particular emphasis in AI (training across the product suite will be provided);
• Expertise on IBM and Red Hat Technology Roadmaps: Possess expertise on the latest innovations and published strategic milestones prioritized in IBM Research