Massachusetts Jobs

Introduction

A career in IBM Software means you’ll be part of a team that transforms our customer’s challenges into industry-leading solutions.

We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world’s leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes.

IBM’s product and technology landscape includes Research, Software, and Infrastructure. Entering this domain positions you at the heart of IBM, where growth and innovation thrive.

Your role and responsibilities

In this role you are a Technology Business Development Associate with a strong technical background enterprise software experience, and interest in strategic business development to join our Strategic Partnerships Business Development team. As a Technology Business Development Associate, you will be managing and supporting highly strategic technology partnership explorations end-to-end, including (1) identifying targets and outreach, (2) driving exploration from initial brainstorm to PoC, and (3) supporting commercial terms negotiations, where applicable.

Key responsibilities include:

• Identifying / vetting areas of interest for new strategic partnerships, and associated companies to pursue within those domains.

• Quickly gaining basic understanding of partner's products and priorities, to identify product.

• synergies and partnership opportunities with IBM.

• Educating prospective partners on IBM product strategies (and associated technical underpinnings / architectures).

• Working with these partners and IBM Product Management to frame out strategic opportunities, evaluate potential partnership deal concepts, and scope required technical Proof of Concepts.

• Supporting commercial discussions and helping with negotiation of deal terms.

• Synthetizing and presenting findings to senior IBM leadership as well as partner stakeholders.

• Over the course of progressing strategic partnership pursuits, you will collaborate with a wide range of stakeholders, both external and internal (IBM Product, Legal, etc.)

Required technical and professional expertise

• 5+ years of experience in Enterprise/B2B Tech.

• Highly technical background (either via undergraduate and/or graduate school, or via technical job roles).

• Product / portfolio strategy experience in enterprise software (either via prior consulting roles or other pertinent product / portfolio strategy roles).

• Familiarity with generative AI domain / market trends, specifically in context of enterprise technology.

• Critical thinking / problem solving aptitude to overcome obstacles and ideate / envision partnership opportunities that are not obvious at first sight.

• Complex stakeholder management skills and track record (external client/partner stakeholders, as well as internal stakeholders).

• Strong interpersonal and persuasion skills to drive partnership discussions and influence stakeholders.

Preferred technical and professional experience

• Master's degree.

• Multiple years experience with enterprise Data & AI software (strong preference for candidates with at least some prior experience in product and/or engineering roles).

• Hands-on experience engaging with ecosystem partners on strategic topics.

• Ability to roll up sleeves to personally build and deliver technical PoCs / Demos.

• Prior exposure to complex commercial deal-making (either with strategic partners and/or enterprise clients).