Business Development Manager – IBM Consulting

IBM Consulting focuses on long-term client relationships and collaboration worldwide, working with leading companies across industries to shape their hybrid cloud and AI journeys. The role involves leveraging IBM technology and strategic partnerships, including Red Hat, to drive meaningful change and accelerate client impact.

• Strong knowledge of the Polish market, including its business environment, decision-making structures, and enterprise buying dynamics.
• Proven experience working with large enterprise clients in Poland, building long-term relationships and closing complex consulting engagements.
• Proven experience in developing and closing strategic opportunities requiring long-term engagement and creativity.
• Solid background in AI and digital transformation, with the ability to position solutions and partnerships that deliver tangible and strategic business value.
• Experience in scaling successful deal patterns across clients, industries, or markets to build repeatable and sustainable business growth.
• Strong track record in building partnerships and ecosystems that accelerate growth and expand client value.
• Demonstrated ability to drive business innovation by combining technology, consulting, and research to support enterprise-level transformation and growth.
• Minimum 5 years of experience in selling IT consulting services, with a proven track record of closing complex, multi-stakeholder enterprise deals.
• Hands-on experience in at least one of the following areas: SAP solutions, Data & Analytics, Cybersecurity, AI, Digital Transformation, or Business Process Outsourcing (BPO).
• Strong ability to lead virtual, cross-functional teams including consulting, architects, delivery, finance, legal, and alliance partners.
• Confident executive-level communication and negotiation skills, including board-level presentations and complex contract discussions.
• Fluent English (C1) and fluent or native Polish, required for senior-level client interactions and negotiations.
• Experience supporting senior client discussions and positioning solutions that build long-term trust and partnership.
• Ability to identify and apply repeatable patterns in sales and delivery to scale successful business models across clients, industries, or markets.
• Knowledge of SAP solutions with hands-on experience supporting or selling consulting engagements related to SAP transformations.
• Experience working with or selling to clients in the Baltic markets (Lithuania, Latvia, Estonia), including understanding of regional business dynamics.

• Drive strategic opportunities requiring long-term engagement and creativity in structuring non-traditional business models and partnerships by integrating IBM Consulting services such as SAP, Data, Security, BPH, AI, cloud services, followed by system development and maintenance.
• Position IBM as a trusted partner in advancing AI and digital transformation, creating tangible and intangible value through creative structuring and partnerships.
• Leverage patterns to scale across markets and industries, creating repeatable and sustainable business models.
• Create tangible and intangible value through creative structuring and partnerships, driving business growth and expansion.
• Advance digital transformation by combining IBM Technology, Consulting, and Research to drive business innovation and growth.