at Accenture
ConsultanciesPosted 10 days ago
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**IBM Business Development Senior Manager:** Drive strategic growth for Accenture's IBM business, focusing on mainframe modernization, hybrid cloud, AI infrastructure, and FinOps. Lead cross-functional teams, engage clients and IBM leadership, and originate opportunities around IBM Z, LinuxONE, IBM Power, IBM Cloud, and Apptio. Key responsibilities include developing growth strategies, building executive relationships, and creating industry-specific solutions. A minimum of 10 years relevant experience required. 25-50% travel expected.
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Full Job Description
As the IBM Ecosystem Business Development Director, you are responsible for driving strategic growth across Accentures IBM business by originating, shaping, and advancing opportunities centered on mainframe modernization, hybrid cloud, AI infrastructure, and FinOps.
You are a trusted advisor to clients, IBM leadership, and Accenture account teams, bringing deep expertise across IBM technologies including IBM Z, LinuxONE, IBM Power, IBM Cloud, and Apptio.
You drive executive-level conversations focused on infrastructure modernization, AI adoption, tech debt reduction, mainframe reinvention, and cost optimization while positioning the combined value of IBM and Accenture.
Strategic Focus Areas
Mainframe Reinvention and modernization using IBM Z and LinuxONE, including TCO modeling and business case development
Hybrid cloud and AI infrastructure using IBM Power and IBM Cloud.
Infrastructure modernization and tech debt reduction across IBM Z, Power, and Cloud platforms.
FinOps and IT financial management using Apptio TBM and FinOps solutions across Financial Services, Healthcare, Products, and CMT.
Key Responsibilities
Develop and execute joint Accenture-IBM growth strategies and co-sell motions for assigned accounts.
Build executive relationships with IBM Partner Development Managers, Technical Account Managers, Industry Leaders, and Account Teams.
Originate opportunities involving IBM technologies, with a focus on mainframe, hybrid cloud, and FinOps.
Work closely with Accenture IBM Business Group leadership to drive pipeline growth and bottom-up pipeline development.
Lead executive workshops, innovation sessions, and value realization discussions.
Develop business cases and ROI narratives that align technology investments to measurable business outcomes.
Influence IBM leadership to position Accenture as the preferred transformation and managed services partner.
Create differentiated industry solutions, thought leadership, and joint offerings aligned to IBM go-to-market priorities.
Enable Accenture and IBM field teams on joint value propositions, Defend & Disrupt plays, and strategic growth campaigns.
Travel is required for this role. The amount of travel will vary from 25% to 50% depending on business need and client requirements.
