Business Development Manager: Z Ecosystems

Business Development Manager: Z Ecosystems

05 May 2019

Business Development Manager: Z Ecosystems

Job DescriptionJob DescriptionThis is a job description for an opening on the Z Ecosystem team focusing on vendor based software solutions for both z/OS and Linux on Z. While domain knowledge in this space would be highly desirable, the candidate will be joining a team of ISV experts and learn what it takes to assess the market needs, create business cases showing the benefit to the ISVs, work with OMs to take offering initiatives and turn them into meaningful business results leveraging ISV products and technologies. After a period of time, the candidate will be recognized as a Z Open Ecosystem solutions SME - Subject Matter Expert with a strong focus on business development and transformational vendor based projects in the domain of digitization. The candidate must be a quick learner to become knowledgeable in the trends and directions of various open ISV areas such as databases, containers, etc. that Z Ecosystem supports in the marketplace.Based on the Market trends and client needs, candidate must able to translate these needs into opportunities for the Z platform. To accomplish this goal he / she must develop or have a:

Proven Knowledge of the IBM solution portfolio consent

Ability to position IBM technologies and Z based solutions against competition

Understand Vendor based solutions on Z in depth to create blue-stack surround plays

Create business cases showing the mutual benefit to Z and the ISV

Perform thorough Technical analysis to understand effort required to port / test such application to Z.

Manage, Track and report business partner solution enablement / go to market progress.

Work with vendors or Business partners in solution selling, using reference architectures, conduct proof of concept (PoCs) and position ISV offerings together as IBM solutions in the marketplace.

Provide leadership and direction for ISV, various IBM teams and Client to deliver (Port / Benchmark) such solution on Z.

Good understanding of IBM channel structure.

The required additional skills include:

Demonstrated communication skills,

General business partner management,

Client interfacing / presenting,

Program and project management including the project financial results, and Business development. Some travel (domestic and international) is required to visit ISVs, client meetings and Industry conferences.

Required Technical and Professional Expertise

At least 5-year experience cultivating strategic external relationships (ISVs, channel, SI, etc)

Working knowledge of Linux on Z and zOS

Experience in Cloud and Open Source community development processes and tools

Proven negotiation, collaboration, and problem solving skills

Experience in developing technical solutions for clients and collaborating across business units

Demonstrated effective communication skills

Demonstrated teamwork including assigning and tracking work to more junior employees

Self-motivated

Aptitude to learn and apply knowledge quickly

Preferred Tech and Prof ExperienceN/AEO StatementIBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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