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Job Details

Technology Business Development Executive

Company name
International Business Machines Corp. (IBM Corporation)

Location
Yorktown Heights, NY

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YORKTOWN HEIGHTS

New York

Job Description

Summary

Research Business Development Exec - This position offers Worldwide responsibility to License, Sell, and establish Joint Development relationships with new and existing partners of IBM Research.

Details

Lead the development of new Partnerships, Alliances, and Joint Development relationships that leverage the Research portfolio and strategy.

Candidate will:

Be responsible for “Plays”, this includes identifying a licensable technology from research, determining the market opportunity, analyzing and segmenting the market, identifying / ranking prospects, and developing a “sell package” that includes an offering description, value proposition, and proposed business relationship. You will be the focal point for these “Plays” with the worldwide licensing team.

Be responsible for closing “Deals”, this entails the establishment of partnerships with 3rd parties that help Research further their goals through the generation of IP Income and Joint Development relationships. This includes identifying the appropriate C-level decision maker at a prospect, forming an appropriate business relationship, developing and negotiating a set of business terms, and ultimately, the creation and signing of a contract between parties.

To accomplish this, it will be necessary to work with many groups across IBM, including Finance, Contracts, General Legal, IP Law, Export, Tax, etc.., as well as the lead researchers and subject matter experts.

Success will be measured on new income that is generated for Research.

Initial area of responsibilities will focus on Hardware technologies, and include some of the following technology areas. Non-Volatile memory (MRAM, Phase Change Memory, and specialty memories such as TCAM), Ultra Low Power Technology, Novel computer Architectures including High Performance Computing and Quantum Computing, Communications technologies (both wired and wireless), novel semiconductor technologies e.g. III-V materials, new optical storage technologies, etc. In addition to furthering the flow of deals that are currently in the pipeline, you will also be responsible for determining new forms of income based on heretofore untested business models, including possible divestitures.

The most successful candidate will have a solid technical background, substantial sales experience, and possess a sense of business acumen that helps them assess business structures that will lead to successful relationships. They can lead, manage and motivate a deal team, are resourceful, and tenacious.

Required Technical and Professional Expertise

Required:

Technical expertise (Science or Engineering)

Substantial sales experience

International Travel Required

Preferred Tech and Prof Experience

Preferred:

Knowledge of Intellectual Property Licensing

Experience in Semiconductor industry

EO Statement

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, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Company info

International Business Machines Corp. (IBM Corporation)
Website : http://www.ibm.com/

Company Profile
International Business Machines Corporation provides information technology (IT) products and services worldwide. The company’s Global Technology Services segment provides IT infrastructure and business process services, including outsourcing, process, integrated technology, cloud, and technology support. Its Global Business Services segment offers consulting solutions for strategy and transformation, application innovation, enterprise applications, and smarter analytics; and application management, maintenance, and support services. International Business Machines Corporation’s Software segment offers middleware and operating systems software, such as WebSphere software to integrate and manage business processes; and information management software for database and enterprise content management, information integration, data governance, data warehousing and analytics, business analytics and intelligence, and predictive analytics. This segment also provides Tivoli software for cloud and datacenter management, enterprise endpoint and mobile device management, asset and facilities management, storage management, and security systems; Rational software that supports software development; and Mobile Software for platform and application development, mobile security, and mobile device management. The company’s Systems and Technology segment provides computing power and storage solutions; and semiconductor technology, products, and packaging solutions. Its Global Financing segment provides lease and loan financing to end users; commercial financing to dealers and remarketers of IT products; and remanufacturing and remarketing services for equipment. The company was formerly known as Computing-Tabulating-Recording Co. and changed its name to International Business Machines Corporation in 1924. International Business Machines Corporation was founded in 1910 and is headquartered in Armonk, New York.

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