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 Business Development Leader, drive revenue growth, build strong client relationships, and identify new business opportunities. Act as a strategic bridge between the client and the organization.
- Client Relationship Management - Build and maintain strong relationships with existing and potential clients, including C-level executives, to understand their business needs and identify opportunities to provide value-added solutions.
- Business Growth and Revenue Generation - Identify and pursue new business opportunities, including researching and analyzing market trends, competitor activity, and customer needs.
- Opportunity Identification & Pipeline Management - Proactively identify and qualify new opportunities, while maintaining a healthy and accurate sales pipeline to meet revenue targets.
- Strategic Planning - Develop and execute comprehensive account growth plans that align IBM's Travel and Transportation solutions to clients' short-term and long-term business objectives.
- Industry-Specific Solution Alignment - Map and position IBM's portfolio of AI, Cloud, AIOps, and Automation solutions to address the unique challenges and priorities of Hospitality clients.
- Collaboration & Internal Coordination - Partner with IBM's cross-functional teams, including Delivery, Consulting, and Solution Architecture, to develop winning proposals and ensure seamless client experience.
- Market and Competitive Intelligence - Monitor and analyze Hospitality domain trends, emerging technologies, and competitor landscape to position IBM as the preferred technology partner.
- Thought Leadership & Executive Engagement - Represent IBM at key industry events and forums, driving executive-level conversations and establishing IBM as a trusted thought leader in the Hospitality domain of Travel and Transportation industry.
- Reporting & Governance - Drive regular governance cadence with stakeholders, ensuring accurate pipeline reporting.
Required technical and professional expertise
A powerful combination of Travel and Transportation industry (Hospitality domain) expertise, proven sales acumen, and executive relationship management skills - with a passion for driving meaningful business outcomes for clients through technology innovation.
- 10+ years of experience in Business Development, Sales, or Client Management in the T&T industry, Hospitality domain
- Excellent communication, negotiation and interpersonal skills
- Deep understanding of Travel and Transportation industry dynamics
- Key industry challenges such as operational resilience, customer experience, and sustainability
- Strong knowledge of Hospitality domain technology landscape, e.g., Reservation, Loyalty, Revenue Management Systems, Property Management System, Group Sales and Data platforms.
- Experience working with global T&T clients at an executive level
- Strong business development and sales skills, with the ability to identify and pursue new business opportunities.
- Ability to analyze market trends, competitor activity, and customer needs, and use this information to inform business development strategies.
- Strong collaboration and teamwork skills, with the ability to work effectively with cross-functional teams.
- Ability to develop and execute sales strategies, including identifying and pursuing new sales opportunities, negotiating contracts, and closing deals.
- T&T Industry, Hospitality domain knowledge, strong understanding of the industry, including market trends, competitor activity, and customer needs.
Preferred technical and professional experience
Expertise and experience in Hospitality domain
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.