**Introduction** At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk. **Your role and responsibilities** We are seeking an IBM Z Ecosystem Business Development Manager to drive the growth and success of the IBM Z ISV partner ecosystem. In this pivotal role, you will build and grow strategic partnerships with 3rd party software vendors, align vendor goals with IBM Z objectives, and jointly develop and drive the execution of go-to-market strategies. This position offers the opportunity to leverage your technical knowledge and business development expertise to expand Z market with vendor solutions and deliver value to our clients If you thrive in a fast-paced, collaborative environment and have a passion for advancing technology solutions, this role is for you. Job Responsibilities: * Identify and develop new partnership opportunities with vendors * Build and maintain strong relationships with vendors and partners * Collaborate with Senior BDMs, marketing, product teams and sales to align on/execute go-to-market strategies * Build and deliver proposal, business plan, sales enablement presentations to internal and external stakeholders * Demonstrate ownership and deliver on objectives and key results * Understand the effort required to port and test ISV applications onto Z * Learn main technical concepts related to mainframe, hybrid cloud, database solutions, etc. **Required technical and professional expertise** * 2-3 years of experience in Business Development, Contract negotiation * A good grasp of technology trend in one of the areas: Hybrid Cloud, Database, AI, Security * Ability to analyze market trends and vendor competition * Familiarity with the mainframe industry is a strong advantage * Good communication and presentation skills * Fluent in English * Excellent interpersonal and relationship-building abilities * Strategic and critical thinking, problem-solving capabilities * Results-driven and self-motivated * Entrepreneurial mindset and proactive approach * Ability to work independently and as part of a team * Willingness to travel (if required) **Preferred technical and professional experience** * Experience in presenting to clients * An understanding of centralized and distributed systems e.g. mainframe, x86 architecture, virtualization and Linux OS/platforms (RHOCP, SLES, Ubuntu, etc.) * Having the ability to position IBM technologies and Z based solutions against competition * Articulates vendor-based solutions to business partners and clients * Experience in developing business cases outlining mutual benefits to third parties * Knowledge of the IBM solution portfolio is an advantage IBM 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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.