Accenture is seeking an IBM Ecosystem Business Development Senior Manager to help drive strategic growth across Accenture’s IBM business. The role focuses on originating, shaping, and advancing opportunities spanning mainframe modernization, hybrid cloud, AI infrastructure, and FinOps, while operating as a trusted advisor to clients and IBM leadership.
Based in Atlanta, GA, this position supports joint growth motions through executive-level engagement and co-selling with IBM teams and Accenture account stakeholders.
What You’ll Do
- Develop and execute joint Accenture-IBM growth strategies and co-sell motions for assigned accounts.
- Build and maintain executive relationships with IBM Partner Development Managers, Technical Account Managers, industry leaders, and Accenture account teams.
- Originate opportunities tied to IBM technologies, with emphasis on mainframe, hybrid cloud, and FinOps.
- Partner with Accenture IBM Business Group leadership to drive pipeline growth and support bottom-up pipeline development.
- Lead executive workshops, innovation sessions, and value realization discussions.
- Create business cases and ROI narratives that connect technology investment to measurable business outcomes.
- Influence IBM leadership to position Accenture as the preferred transformation and managed services partner.
- Shape 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.
Experience and 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 experience selling and shaping enterprise technology transformation engagements.
- Experience building and maintaining a pipeline of $15M+.
- Bachelor’s degree or equivalent, or minimum 12 years work experience; if Associate’s Degree, minimum 6 years work experience.
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.
Technology Areas
- IBM Z, LinuxONE, IBM Power, IBM Cloud, Apptio, Apptio TBM, FinOps
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 and Benefits
Salary range: USD 122,700 - 302,400 per year. Benefits include medical, dental, vision, life and long-term disability coverage, a 401(k) plan, bonus opportunities, paid holidays, and paid time off.
Travel
Travel is required for this role. Travel levels will vary from 25% to 50% depending on business need and client requirements.
