Business Development Executive - IBM Technology Sales - Americas

IBM
IBM

IT, Sales & Business Development

New York, USA · Tokyo, Japan

Posted on Jun 18, 2026
Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your role and responsibilities

IBM is seeking a Business Development Executive to drive strategic growth initiatives across the Americas for IBM Technology. This role is focused on creating new business opportunities and strategic partnerships around AI, hybrid cloud, advanced computing infrastructure, and other emerging technology platforms.

The successful candidate will bring a strong record of building high-value relationships with major private- and public-sector enterprises, and of translating advanced technology capabilities into commercially meaningful partnerships. This person will play a central role in identifying new opportunities, shaping strategic engagements, and positioning IBM’s technology strengths to address client priorities and market needs.

This is a senior, externally facing position for an individual who is comfortable engaging with C-level leaders, public-sector stakeholders, and senior technical teams across IBM.

Key ResponsibilitiesBusiness Development & Revenue Growth

· Drive new business development and revenue growth across IBM Technology, with emphasis on AI, hybrid cloud, and advanced computing infrastructure.

· Identify, qualify, and pursue strategy-aligned opportunities that align IBM’s technology capabilities with the priorities of enterprise, public-sector, and institutional clients.

· Build and maintain a strong pipeline of qualified opportunities, including large and complex multi-stakeholder engagements.

· Lead sophisticated business development cycles from prospecting through strategy formation, negotiation, and closure.

Client Relationship Management

· Establish and deepen trusted relationships with senior decision-makers.

· Serve as a strategic advisor by understanding client business objectives and aligning IBM technology solutions to those needs.

· Develop engagement strategies that support long-term collaboration, innovation adoption, and measurable business value.

· Represent IBM in high-level discussions involving technology strategy, innovation partnerships, and future-looking infrastructure priorities.

Strategic Planning & Market Development

· Monitor market trends and identify opportunities related to AI systems, enterprise infrastructure, hybrid cloud, advanced computing, and emerging digital platforms aligned to IBM’s technology strengths and roadmap.

· Help shape go-to-market strategies and partnership approaches for areas where IBM has differentiated technology and innovation strengths.

· Bring external market insight into IBM planning by understanding how clients, institutions, and industries are investing in next-generation computing capabilities.

· Contribute to thought leadership and business development initiatives that strengthen IBM’s market presence in strategic technology domains.

Cross-Functional Collaboration

· Partner closely with IBM Research, product teams, engineering, technical sales, and business leaders to shape and execute strategic opportunities.

· Engage deeply with IBM R&D technologists in BU development organizations and IBM Research to align business development strategies with IBM roadmap needs and areas of technology differentiation.

· Work across legal, finance, operations, and executive leadership teams to structure complex agreements and partnership models.

· Translate advanced technical concepts into clear commercial value propositions for both technical and non-technical audiences.

· Support collaborations that span enterprise clients, research institutions, ecosystem partners, and public-sector organizations.

Required education
High School Diploma/GED
Preferred education
Bachelor's Degree
Required technical and professional expertise
Experience

· Significant experience in business development, strategic partnerships, technology sales, or related leadership roles in the technology sector.

· Demonstrated success developing and expanding complex relationships across industry, government, and/or academia.

· Proven ability to lead large, high-value engagements involving advanced technologies, innovation programs, or enterprise transformation initiatives.

· Experience working effectively in matrixed organizations and aligning external opportunities with internal product, research, and engineering teams.

· Experience in strategic ecosystem development, collaborative innovation models, or multi-party partnerships is strongly preferred.

Technical & Business Knowledge

· Strong understanding of AI, hybrid cloud, computing infrastructure, and emerging enterprise technology trends.

· Ability to explain technical concepts clearly to both business and technical audiences.

· Strong business judgment and the ability to evaluate strategic fit, partnership value, and long-term growth potential.

·Understanding of how innovation, infrastructure investment, and ecosystem partnerships influence client priorities and market opportunity and align to IBM’s strategic direction.

Skills & Competencies

· Strategic Thinking: Ability to develop long-term business development strategies that align technology capabilities with market opportunity.

· Relationship Building: Strong ability to establish trust and credibility with senior leaders across multiple sectors.

· Executive Communication: Excellent written and verbal communication skills, including the ability to represent IBM credibly in external and internal forums.

· Technical Credibility: Sufficient technical depth to engage productively in conversations about advanced computing and AI-related technologies.

· Negotiation & Deal Structuring: Ability to shape, advance, and close complex agreements involving multiple stakeholders.

· Collaboration: Proven effectiveness in working across research, product, engineering, sales, and corporate functions in a matrixed environment.

Market Insight: Ability to identify emerging trends and turn them into high-value business opportunities.

ABOUT BUSINESS UNIT

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM’s 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, we’re also one of the biggest technology and consulting employers, with many of the Fortune 500 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 it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being

- Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs

- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law

- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals

- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

We consider qualified applicants with criminal histories, consistent with applicable law.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.


This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

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