AP Technical Business Development Lead

**Introduction** At IBM Research, we are the innovation engine of IBM. Exploring what’s next in computing and shaping the technologies the world will rely on tomorrow. From advancing AI and hybrid cloud to pioneering practical quantum computing, we anticipate challenges and unlock new opportunities for clients, partners, and society. Working in Research means joining a team that accelerates discovery at the intersection of high-performance computing, AI, quantum, and cloud. You’ll collaborate with leading scientists, engineers, and visionaries to push boundaries and turn ideas into reality. With a culture built on curiosity, creativity, and collaboration, IBM Research offers the opportunity to grow your career while contributing to breakthroughs that transform industries and change the world. **Your role and responsibilities** As a Quantum Technology Business Development Executive, you will be responsible for the Quantum relationship with one or more strategic or important named IBM business partners, or acquisition candidates. You will recruit, enable, and build on-going trusted relationships with these business partners for adoption of IBM Technology and its corresponding brand services. Your primary responsibilities will include: • Develop Trusted Relationships: Develop extensive executive and senior management relationships with key decision makers and influencers, and facilitate relationships between partner executives and corresponding IBMers. • Identify Opportunities: Identify opportunities for Technology adoption and own those opportunities until transitioned to another more relevant team for development and execution. • Negotiate Agreements: Facilitate and/or conduct complex negotiations resulting in legal agreements or other types of commitments, such as membership in a business partner's technology alliance program. • Drive Business Growth: Drive long-term commitment to IBM technology through adoption and commitment, with a focus on different kinds of partner revenue (sell through, sell with, and sell to). • Collaborate with Teams: Work collaboratively with other teams across IBM and with other partners and outside consultants as appropriate. **Required technical and professional expertise** • Deep Expertise in Technology Partnerships: Proven track record of developing and managing strategic partnerships with technology companies, including negotiation of complex agreements and driving business growth through adoption and commitment. • Extensive Industry Knowledge: In-depth understanding of multiple industries, including market trends, competitor landscape, and emerging technologies, to inform partnership strategies and identify opportunities for IBM Technology adoption. • Business Deal Structuring: Experience with structuring and negotiating business deals, including licensing agreements, joint development partnerships, and acquisitions, with a focus on driving long-term value for IBM. • Executive Relationship Building: Established ability to build and maintain trusted relationships with executive-level decision makers and influencers at partner companies, as well as facilitating relationships between partner executives and IBM leaders. • Strategic Planning: Proven ability to develop and execute strategic plans to drive business growth and adoption of IBM Technology, including identifying opportunities, prioritizing initiatives, and allocating resources effectively. **Preferred technical and professional experience** • Deeper Skills in Business Deal Structure: Experience with business deal structure and relationships, including licensing agreements, joint development partnerships, and acquisitions, to drive long-term value for IBM. • Technology and Implementation/Integration: Strong background in technology and implementation/integration to inform partnership strategies and identify opportunities for IBM Technology adoption. • Financial and Market Analysis: Expertise in financial and market analysis, acquisition analysis, acquisition due diligence, development, and acquisition integration to support strategic partnerships and business growth. 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.