Director, Business Development - IBM

Director, Business Development - partner relationships

Responsible for increasing company revenue by building and maintaining strong relationships with strategic partners globally, assisting Marketing, Sales and Delivery functions in maximizing benefit gained from the partner ecosystem. Responsibility will initially be focused on IBM and its VAD and related ecosystem, and will be expanded to include Bentley and others at a later date.

To be successful as a director of business development through partners, you should be persuasive and have strong business acumen, adept at negotiating sound business deals and demonstrate excellent communication, leadership, and problem-solving skills.

Responsibilities:

Through the initiatives listed below, we aim to elevate and establish our eminence in the Enterprise Asset Management and Asset Lifecycle Management markets globally. The BD Director will lead the IBM relationship globally for Cohesive and drive our Strategy with IBM as they make significant investments in their Sustainability Business (where Maximo sits) and have committed to Cohesive as a global partner to deliver this work.

IBM/Cohesive Global Interlock;

• Platinum Partner Status: This status enables us to promote ourselves globally and differentiates our size and investment in IBM. The status also provides significant IBM co-marketing investment and impacts our incentives on Software deals.

• Direct Engagement: Increased direct engagement with IBM Sales Leaders and seller-to-seller maps to engage our teams at every level of each organization in each country.

• Expert Labs Agreement: This agreement will drive service revenue through IBM Sales and increase awareness of Cohesive as the leading partner to implement MAS for existing and new clients.

• Design and Development of Industry Solutions: Our industry leaders are working closely with IBM Product Management to deliver the next roadmap for MAS/Manage Accelerators and Industry Solutions.

• Committed Reliability and ALM Partner: GTM Campaign to get maximum value from Maximo Application Suite enabled by reliability work processes.

• Embedded Solution Agreements (ESAs): Country-specific agreements with consistent terms and defined value-add solutions will give Cohesive a competitive advantage in the marketplace.

• Improved Distributor Relationships: Cohesive will receive committed resources, funding and infrastructure to support the growth of our IBM relationship from distributors in each country.

The BD Director will work with Cohesive leaders in every country to align on the plans laid out above, taking in to account both the regional and global growth needs.

Requirements:

• Bachelor's degree in business administration, marketing, finance, or relevant experience.

• Proven business development, sales, or marketing experience.

• Excellent analytical, problem-solving, and decision-making skills.

• Exceptional leadership and management skills.

• Effective communication and negotiation skills.

• Strong business acumen.

• Detail-oriented and persuasive

• Proven track record of building relationships at CXO level, with a strong personal network.

• Deep understanding of end to end operational and system requirements to ensure revenue recognition and ability to communicate quarterly objectives to the BD team.

• Requires sitting or standing at will while performing work on a computer (or any other physical requirements (~~~) ).

About Bentley Systems:

Bentley Systems (Nasdaq: BSY) is the infrastructure engineering software company. We provide innovative software to advance the world's infrastructure - sustaining both the global economy and environment. Our industry-leading software solutions are used by professionals, and organizations of every size, for the design, construction, and operations of roads and bridges, rail and transit, water and wastewater, public works and utilities, buildings and campuses, mining, and industrial facilities. Our offerings, powered by the iTwin Platform for infrastructure digital twins, include MicroStation and Bentley Open applications for modeling and simulation, Seequent's software for geoprofessionals, and Bentley Infrastructure Cloud encompassing ProjectWise for project delivery, SYNCHRO for construction management, and AssetWise for asset operations. Bentley Systems' 5,200 colleagues generate annual revenues of more than $1 billion in 194 countries.

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