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.
Native-level German and fluent English skills, both written and spoken.
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.
Arrow is an equal opportunity employer and is committed to creating an inclusive and diverse working environment by providing equal employment opportunities for all qualified persons.
#LI-CW1
Location:DE-Munich, Germany (Elsenheimerstraße)Time Type:Full timeJob Category:SalesSkills Required
- 5+ years experience in channel sales, 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
- Experience 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
Arrow Electronics, Inc. Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Arrow Electronics, Inc. and has not been reviewed or approved by Arrow Electronics, Inc..
-
Affordable Benefits — Medical coverage includes multiple options with income-tiered employer contributions that substantially reduce costs for lower-wage employees (the base plan was heavily subsidized for earners under $55,000). These affordability measures, alongside EAP and telemedicine, help the overall package offset middling base pay in some roles.
-
Parental & Family Support — New parents receive fully paid leave (six weeks at 100% pay in prior materials, with more recent reporting of up to 12 weeks fully paid for the delivering parent in the U.S.). Backup dependent care and related family supports are also provided.
-
Leave & Time Off Breadth — Many salaried roles have unlimited PTO, while hourly staff receive competitive accrual-based PTO, with added flexibility from floating holidays and observance of MLK Day. These options indicate a broad time-off framework across employee groups.
Arrow Electronics, Inc. Insights
What We Do
A Fortune 500 company, ranked #133 in 2024, with over 22,000 employees worldwide, Arrow guides innovation forward for over 220,000 leading technology manufacturers and service providers. With 2023 sales of $33 billion, Arrow develops technology solutions that improve business and daily life. Arrow.com is the easiest place for innovators to create, make and manage technology.
Why Work With Us
Arrow is much more than products and services. We are a team of many backgrounds in a global ecosystem, working toward one common goal: to help customers create a better tomorrow, where innovation improves the quality of life and the benefits of technology are more accessible to all. Join us in building a better tomorrow for many!
Gallery
