IBM Business Development Senior Manager

As the IBM Ecosystem Business Development Director, you are responsible for driving strategic growth across Accenture’s 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. Required Qualifications Minimum 8 years of business development, sales, alliance, or consulting experience. Minimum 10 years of complex pursuit management and opportunity development experience. Minimum 4 years of experience selling and shaping enterprise technology transformation engagements Experience building and maintaining a pipeline of $15M+ Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associate’s Degree, must have minimum 6 years work experience) Preferred Qualifications Experience selling or shaping engagements involving IBM Z, IBM Power, IBM Cloud, or Apptio. Experience originating and shaping mainframe modernization, hybrid cloud, or FinOps transformation initiatives in partnership with IBM. Experience working with Global 2000 organizations. Strong executive communication and presentation skills. Ability to engage CIOs, CDAOs, CTOs, CISOs, COOs, and Line-of-Business leaders. Compensation at Accenture varies depending on a wide array of factors, which may include but are not limited to the specific office location, role, skill set, and level of experience. As required by local law, Accenture provides a reasonable range of compensation for roles that may be hired as set forth below. We anticipate this job posting will be posted until 09/25/2026. Accenture offers a market competitive suite of benefits including medical, dental, vision, life, and long-term disability coverage, a 401(k) plan, bonus opportunities, paid holidays, and paid time off. See more information on our benefits here: U.S. Employee Benefits | Accenture Role Location Annual Salary Range California $132,500 to $302,400 Cleveland $122,700 to $241,900 Colorado $132,500 to $261,300 District of Columbia $141,100 to $278,200 Illinois $122,700 to $261,300 Maine $112,900 to $222,500 Maryland $132,500 to $261,300 Massachusetts $132,500 to $278,200 Minnesota $132,500 to $261,300 New York $122,700 to $302,400 New Jersey $141,100 to $302,400 Virginia $122,700 to $278,200 Washington $141,100 to $278,200 Requesting an Accommodation Accenture is committed to providing equal employment opportunities for persons with disabilities or religious observances, including reasonable accommodation when needed. If you are hired by Accenture and require accommodation to perform the essential functions of your role, you will be asked to participate in our reasonable accommodation process. Accommodations made to facilitate the recruiting process are not a guarantee of future or continued accommodations once hired. Equal Employment Opportunity Statement We believe that no one should be discriminated against because of their differences.All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law. Our rich diversity makes us more innovative, more competitive, and more creative, which helps us better serve our clients and our communities. For details, view a copy of theAccenture Equal Opportunity Statement Accenture is an EEO and Affiantive Action Employer of Veterans/Individuals with Disabilities. Accenture is committed to providing veteran employment opportunities to our service men and women. 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