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Introduction

A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You’ll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you’ll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You’ll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.

Your role and responsibilities

As a Business Development Leader, you will drive strategic opportunities requiring long-term engagement and creativity in structuring non-traditional business models and partnerships. You will position IBM as a trusted partner in advancing AI and digital transformation, creating tangible and intangible value through creative structuring and partnerships. Your primary responsibilities will include: • Drive Strategic Opportunities: Drive strategic opportunities that require long-term engagement and creativity in structuring non-traditional business models and partnerships by bringing together IBM Consulting services like: SAP, Data, Security, BPH, AI, cloud services, followed by system development and maintenance. • Position IBM as Trusted Partner: Position IBM as a trusted partner in advancing AI and digital transformation, creating tangible and intangible value through creative structuring and partnerships. • Leverage Patterns to Scale: Leverage patterns to scale across markets and industries, creating repeatable and sustainable business models. • Create Value through Partnerships: Create tangible and intangible value through creative structuring and partnerships, driving business growth and expansion. • Advance Digital Transformation: Advance digital transformation by bringing together IBM Technology, Consulting, and Research to drive business innovation and growth.

Required technical and professional expertise

· Strong knowledge of the Polish market, including its business environment, decision‑making structures, and enterprise buying dynamics

· Proven experience working with large enterprise clients in Poland, building long‑term relationships and closing complex consulting engagements

· Proven experience in developing and closing strategic opportunities, often requiring long‑term engagement and creativity

· Solid background in AI and digital transformation, with the ability to position solutions and partnerships that deliver both tangible and strategic business value

· Experience in scaling successful deal patterns across clients, industries, or markets to build repeatable and sustainable business growth

· Strong track record in building partnerships and ecosystems that accelerate growth and expand client value

· Demonstrated ability to drive business innovation by combining technology, consulting, and research to support enterprise‑level transformation and growth

· Minimum 5 years of experience in selling IT consulting services, with a proven track record of closing complex, multi‑stakeholder enterprise deals, ideally with hands‑on experience in at least one of the following areas: SAP solutions, Data & Analytics, Cybersecurity, AI, Digital Transformation, or Business Process Outsourcing (BPO)

· Strong ability to lead virtual, cross‑functional teams (consulting, architects, delivery, finance, legal, alliance partners)

· Confident executive‑level communication and negotiation skills, including board‑level presentations and complex contract discussions

· Fluent English (C1) and fluent or native Polish, required for senior‑level client interactions and negotiations

Preferred technical and professional experience

• Solid understanding of AI and digital transformation, with experience supporting senior client discussions and positioning solutions that build long‑term trust and partnership

• Ability to identify and apply repeatable patterns in sales and delivery to scale successful business models across clients, industries, or markets

• Knowledge of SAP solutions, with hands‑on experience supporting or selling consulting engagements related to SAP transformations

• Experience working with or selling to clients in the Baltic markets (Lithuania, Latvia, Estonia), including an understanding of regional business dynamics

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.