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Business Development Manager - IBM Consulting

IBM

Sales & Business Development

Warsaw, Poland

Posted on Mar 26, 2026

Introduction

A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You’ll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you’ll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You’ll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.

Your role and responsibilities

As a Business Development Leader, you will drive strategic opportunities requiring long-term engagement and creativity in structuring non-traditional business models and partnerships. You will position IBM as a trusted partner in advancing AI and digital transformation, creating tangible and intangible value through creative structuring and partnerships. Your primary responsibilities will include: • Drive Strategic Opportunities: Drive strategic opportunities that require long-term engagement and creativity in structuring non-traditional business models and partnerships by bringing together IBM Consulting services like: SAP, Data, Security, BPH, AI, cloud services, followed by system development and maintenance. • Position IBM as Trusted Partner: Position IBM as a trusted partner in advancing AI and digital transformation, creating tangible and intangible value through creative structuring and partnerships. • Leverage Patterns to Scale: Leverage patterns to scale across markets and industries, creating repeatable and sustainable business models. • Create Value through Partnerships: Create tangible and intangible value through creative structuring and partnerships, driving business growth and expansion. • Advance Digital Transformation: Advance digital transformation by bringing together IBM Technology, Consulting, and Research to drive business innovation and growth.

Required education

Master's Degree

Preferred education

Master's Degree

Required technical and professional expertise

· Strong knowledge of the Polish market, including its business environment, decision‑making structures, and enterprise buying dynamics

· Proven experience working with large enterprise clients in Poland, building long‑term relationships and closing complex consulting engagements

· Proven experience in developing and closing strategic opportunities, often requiring long‑term engagement and creativity

· Solid background in AI and digital transformation, with the ability to position solutions and partnerships that deliver both tangible and strategic business value

· Experience in scaling successful deal patterns across clients, industries, or markets to build repeatable and sustainable business growth

· Strong track record in building partnerships and ecosystems that accelerate growth and expand client value

· Demonstrated ability to drive business innovation by combining technology, consulting, and research to support enterprise‑level transformation and growth

· Minimum 5 years of experience in selling IT consulting services, with a proven track record of closing complex, multi‑stakeholder enterprise deals, ideally with hands‑on experience in at least one of the following areas: SAP solutions, Data & Analytics, Cybersecurity, AI, Digital Transformation, or Business Process Outsourcing (BPO)

· Strong ability to lead virtual, cross‑functional teams (consulting, architects, delivery, finance, legal, alliance partners)

· Confident executive‑level communication and negotiation skills, including board‑level presentations and complex contract discussions

· Fluent English (C1) and fluent or native Polish, required for senior‑level client interactions and negotiations

Preferred technical and professional experience

Solid understanding of AI and digital transformation, with experience supporting senior client discussions and positioning solutions that build long‑term trust and partnership
Ability to identify and apply repeatable patterns in sales and delivery to scale successful business models across clients, industries, or markets
Knowledge of SAP solutions, with hands‑on experience supporting or selling consulting engagements related to SAP transformations
Experience working with or selling to clients in the Baltic markets (Lithuania, Latvia, Estonia), including an understanding of regional business dynamics

ABOUT BUSINESS UNIT

IBM Consulting is IBM’s consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients’ businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.

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 wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.

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 and experience. 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.

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