Business Development Manager (m/w/d)

Position:

Business Development Manager (m/w/d)

Job Description:

Arrow’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.

About the role

The IBM Business Development Manager (BDM) is responsible for accelerating growth, expanding market reach, and driving partner engagement across Arrow ´s IBM business. Acting as the primary interface between IBM, 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.

What you will be doing at Arrow

Business Growth

Develop and execute the annual IBM business plan aligned with vendor and distributor objectives.

Drive revenue growth, profitability, and market share across the IBM portfolio.

Identify emerging market opportunities and develop route-to-market strategies.

Build and maintain an active sales pipeline through channel partners.

Collaborate with sales leadership to identify and close strategic opportunities.

Channel Development

Recruit, onboard and develop new IBM-focused channel partners and resellers.

Build trusted relationships with key-decision makers, partners and stakeholders.

Create and execute partner business plans to drive growth and ensure market expansion.

Support partners in developing IBM competencies, certifications, and go-to-market capabilities.

Drive partner engagement with IBM programs, incentives, and strategic initiatives.

Vendor Management

Develop and maintain strong executive-level relationships within IBM.

Lead regular business reviews with IBM and internal stakeholders.

Manage vendor funding programs, MDF investments, and incentive initiatives.

Ensure alignment between IBM strategic priorities and Arrow growth objectives.

Sales Enablement

Deliver business development workshops, training sessions, and sales enablement activities.

Drive partner participation in IBM certification and accreditation programs.

Support joint marketing campaigns, demand generation activities and partner events.

Work closely with internal sales teams to increase IBM portfolio awareness and cross-selling opportunities.

Forecasting Reporting

Maintain accurate sales forecasts and pipeline reporting.

Monitor business performance and identify growth opportunities.

Analyze market trends, competitor activities, and customer demand.

Provide regular business updates and recommendations to management.

What are we looking for

Essential

5 years’ experience of channel sales or business development, vendor, or partner management.

Experience working with IBM solutions or a leading enterprise technology vendor.

Strong understanding of indirect sales models and distribution ecosystems.

Proven track record of achieving revenue and profitability targets.

Excellent relationship-building, presentation, and negotiation skills.

Strong commercial acumen and analytical mindset.

Desirable

Experience working within a technology distributor, vendor, or channel-focused organization.

Knowledge of IBM Software, Automation, Data AI, Security, Infrastructure, and Hybrid Cloud solutions.

Understanding of IBM Partner Plus programs and partner ecosystem strategies.

Experience managing MDF budgets and partner incentive programs.

What is in it for You?

Flexible working hours

Hybrid working model / Home Office options

Company car

Capital-forming benefits

Employer contribution to company pension plan

30 days of annual leave

Subsidized corporate fitness program (Wellpass)

Bike leasing program

Employee discount and benefit programs

Occupational health services

Open and collaborative company culture

Modern and dynamic work environment

Secure and trusting employment relationship

Supportive team with flat hierarchies and short communication channels

Attractive performance-based compensation package (base salary plus bonus)

Interested?

If 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.

We offer a responsible and exciting role within a collaborative environment, providing numerous opportunities for both professional and personal development.

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Location:

DE-Munich, Germany (Elsenheimerstraße)

Time Type:

Full time

Job Category:

Sales