Business Development Manager IBM SW Technical
Ac Open · verified Oct 13, 2026 At a glance
Manager-level Business Development role at Ac. HR-Croatia · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Grow a profitable network of channel partners and bring new partners into the IBM solution cycle
- Help partners choose IBM products, put together customer offers and carry out sales plans
- Support established partners from the start of a sale through delivery to the end customer
- Review partner sales results and programs, while tracking IT trends, competitors and IBM’s product plans
What you bring
- Bring at least five years in business-to-business selling or channel partner work; IT experience is a plus
- Have experience with hardware or software and confidence using Excel, PowerPoint and CRM systems
- Communicate, negotiate and build working relationships well, with fluent Croatian and English at B2/C1 level
Who this fits
This remote role is based in Croatia and suits someone experienced in partner development and guiding sales through to end customers. You’ll work with IBM, partners and internal teams across the sales process.
From the employer
Position:
Business Development Manager IBM SW TechnicalJob Description:
About Arrow ECS
Arrow Enterprise Computing Solutions (ECS), part of Arrow Electronics, delivers innovative IT solutions, business consulting, and channel enablement to help businesses grow, operate efficiently, and transform in a dynamic market.
About the Role
We are looking for a proactive Business Development Manager to support IBM hardware / software solutions. You will work closely with IBM, partners, and internal teams to drive product growth and partner success. The role involves building and nurturing new partner relationships, supporting them throughout the IBM solution lifecycle, as well as managing existing partners through the entire sales process to the end customer.
What Will You do:
- Develop and grow profitable channel partners
- Build and nurture new partner relationships, supporting them throughout the IBM solution lifecycle
- Support partners in selecting products, preparing offers, and executing sales plans
- Build and maintain strong relationships with partners, vendors, and internal teams
- Track sales performance and manage partner programs and initiatives
- Stay updated on IT market trends, competitor activities, and IBM roadmap
Who We Are Looking for:
- 5+ years in B2B sales or partner/channel management (IT experience is a plus)
- Strong communication, negotiation, and relationship-building skills
- Experience with hardware or software
- Results-driven, proactive, and business-savvy
- Fluent in Croatian and English (B2/C1)
- Confident with Excel, PowerPoint, and CRM tools
What We Offer
- Competitive salary with bonus system
- Training and development opportunities
- Collaboration with global IT vendors and business partners
Arrow is an equal opportunity employer committed to diversity and inclusion.
Location:
HR-Croatia - RemoteTime Type:
Full timeJob Category:
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