Business Development Lead - CSS

About the role

A career in IBM Consulting Cybersecurity is built on long-term client relationships and close collaboration with clients, technology partners, and industry leaders worldwide. As part of our Business Development and Partner Ecosystem team, you will help shape strategic alliances that enable organizations to accelerate their digital transformation journeys through the combined strengths of IBM Consulting Cybersecurity and our technology partners. You'll work with some of the world's leading enterprises, leveraging innovative technologies including AI, Hybrid Cloud, Cybersecurity, Data, and Automation solutions. This role can be performed from anywhere in the US.

Responsibilities

• Develop and manage executive-level relationships with strategic alliance partners.
• Create and execute joint business plans that align partner capabilities with IBM Consulting Cybersecurity growth objectives.
• Identify, qualify, and drive net-new pipeline opportunities through partner-led and partner-influenced sales motions.
• Collaborate with IBM Consulting Cybersecurity, Sales, Offering, and Industry teams to position integrated solutions in client pursuits.
• Lead co-sell, cross-sell, and market development initiatives that increase revenue and market share.
• Coordinate joint marketing activities, executive briefings, industry events, and pipeline reviews.
• Monitor alliance performance, establish key performance indicators, and report progress against growth targets.
• Support strategic account planning by leveraging partner relationships to unlock new opportunities within existing and prospective clients.
• Stay informed on partner offerings, market trends, competitive dynamics, and emerging technologies to identify growth opportunities.
• Influence stakeholders across IBM and partner organizations to remove barriers, accelerate execution, and maximize business value.

Requirements

• 7+ years of experience in business development, strategic partnerships, alliance management, sales, or consulting.
• Proven success developing and managing strategic partnerships with technology providers, systems integrators, or ecosystem partners.
• Demonstrated experience creating and executing joint go-to-market strategies and business development plans.
• Strong understanding of enterprise technology solutions, including cloud, AI, data, cybersecurity, and digital transformation offerings.
• Experience building and managing executive-level relationships both internally and externally.
• Track record of generating pipeline growth, influencing sales opportunities, and achieving revenue targets.
• Strong communication, negotiation, presentation, and stakeholder management skills.
• Ability to work across cross-functional teams in a complex, matrixed organization.
• Experience conducting market analysis, identifying growth opportunities, and developing business cases.
• Bachelor's Degree in Business, Marketing, Technology, or a related field.

Preferred Qualifications

• Experience managing strategic alliances with major technology partners such as Microsoft, AWS, Google Cloud, Palo Alto Networks, ServiceNow, Adobe, Salesforce, SAP, Oracle, or similar ecosystem partners.
• Experience within a professional services, consulting, or technology-driven organization.
• Knowledge of IBM Consulting Cybersecurity offerings and alliance strategy.
• Experience leading complex, multi-stakeholder engagements and executive business reviews.
• Strong understanding of partner ecosystems, channel strategies, and co-sell motions.
• MBA or advanced degree.
• Industry expertise within Financial Services, Public Sector, Healthcare, Telecommunications, Manufacturing, or Energy sectors.
• Experience utilizing CRM and pipeline management tools such as Salesforce.
• Ability to develop and present executive-level business plans and strategic growth initiatives.