IBM Research Business Development Executive - Intellectual Property in Phoenix, Arizona
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
Your Role and Responsibilities
The Research Business Development Executive (BDE) will be responsible for the identification, qualification, progression, and execution of new Research Intellectual Property (IP) licensing, consortium, and joint development deals. This role will review and assess existing IP (patents, assets, know-how, copyrighted material), working closely with researchers, to prioritize, identify and implement effective monetization strategies. Success for this role is measured on new IP signings and income generated for IBM Research. The expectation is that the BDE will drive $2-5M annually in signings, on average.
Role responsibilities include:
Evaluate existing IP (including patents) for assigned research area for market opportunities.
Working with Research, BDE, patent and contracting leads, develop licensing strategies, identify & initiate contact with potential licensees, negotiate terms & contracts, and close the deal.
Develop and progress a qualified multi-quarter sales pipeline
Prepare for and support client-facing sales meetings
Provide subject-matter-expertise related to assigned and new Research IP plays
Identify trends and business opportunities by researching events and publications, social networking, and other sources for assigned and new Research IP plays
The most successful candidate will have demonstrated experience & expertise in IP (creation, protection, & licensing), program/deal management experience, a technical background and strong business acumen. They will relish the opportunity to deeply understand emerging technologies and can do so quickly. They have served as an ace translator – translating inputs from scientists and researchers into lay and business client-ready language and materials. They can work effectively across organizational boundaries to create positive business outcomes. For example, it will be necessary to work with many groups across IBM, for example, Research, Finance, Contracts, General Legal, IP Law, Export, Tax, and Business Units, to move a deal from initiation to execution, or to generate an IP strategy out of existing Research IP. BDE candidates should have experience in building direct client relationships, IP business development, negotiations, and developing/delivering client-facing presentations. Research BDEs are expected to perform a variety of tasks, and a wide degree of creativity and latitude is expected.
Required Technical and Professional Expertise
2+ year experience in IP protection, evaluation, and creation of licensing or other monetization strategies
1+ year experience in IP Business Development, including pipeline generation
Technical expertise (Science or Engineering)
Strong relationship management skills
Confident and influential interpersonal skills with the ability to effectively present to individuals and groups at all levels.
Demonstrated ability to work in complex, matrix-managed organizational environments
Preferred Technical and Professional Expertise
Technical and/or sales experience with research or pre-commercial assets, especially in 1) health care or life sciences
Science or Engineering Masters degree
About Business Unit
IBM Corporate Headquarters (CHQ) team represents a variety of functions such as marketing, finance, legal, operations, HR, and more, all working together to solve some of the world's most complex problems, help our clients achieve success and build collaborative work environments for IBMers.
Your Life @ IBM
What matters to you when you’re looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
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.