Senior Business Development Manager – IBM Software Portfolio

About the role

The Sr. Business Development Manager (IBM‑SW) for the Caribbean Central America (CCA) region will lead IBM's Software Data & Automation portfolio, shaping growth strategy, partner enablement and demand generation.

Key responsibilities

• Develop and execute the portfolio business plan aligned with TD SYNNEX CCA and IBM strategic priorities.
• Manage the full portfolio lifecycle: market analysis, positioning, pricing, forecasting, pipeline development, sales performance and profitability.
• Recruit, develop and specialize channel partners, expanding market coverage and identifying new opportunities.
• Drive demand‑generation initiatives through campaigns, events, workshops, webinars and enablement programs.
• Build and manage a high‑quality sales pipeline, accelerating opportunity conversion and closure.
• Collaborate with sales, marketing, presales, IBM and channel partners to craft compelling customer value propositions.
• Translate Data & AI, automation, integration and observability capabilities into relevant business use cases.
• Monitor KPIs, present results, risks and corrective actions to stakeholders and coordinate with IBM on programs, incentives and product launches.

Required profile

• Bachelor’s degree in Engineering, Information Systems, Business Administration, Marketing or related field.
• 3‑5 years experience in product management, product marketing, channel management, business development or B2B technology sales.
• Bilingual English‑Spanish required for vendor communication and documentation.
• Experience with enterprise software, preferably in Data & AI, automation, integration or platform solutions.
• Proven ability to work with technology vendors and channel/distribution ecosystems.

Required skills

• Strong knowledge of distribution models, demand generation and pipeline management.
• Executive‑level communication and ability to present compelling value propositions.
• Effective negotiation and channel partner management.
• Strategic thinking, analytical capability and results orientation.

What we offer

• Opportunity to lead a strategic enterprise software portfolio and collaborate closely with IBM and a diverse ecosystem of partners.
• Elective benefits tailored to each country, leadership and professional development programs, and on‑demand courses.
• Well‑being initiatives covering financial, physical and mental health.
• Inclusive culture focused on diversity, equity and inclusion, with global networking and community activities.