Full Job Description
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
IBM is currently hiring a Business Development Associate / Senior Associate for the Intellectual Property (“IP”) team. This Alternative Monetization team monetizes IP assets from IBM business units and IBM Research, and specializes in complex transactions (e.g., forming multi-party entities, minority equity investments, etc.) for the full transaction lifecycle from inception to close.
This role has two key components described below.
I. Business Development Support for Specific Projects/Transactions: You’ll have the opportunity to support projects with high business impact and visibility/sponsorship by senior leadership (GM/VP/SVP). During the early stages of a deal cycle, you will perform market analysis (e.g., trends, growth, size, fragmentation, competitive landscape), and development of strategic recommendations including identification of potential targets. Next, the candidate will develop the transaction valuation, conduct outreach to potential targets, and support the team in initial 3rd party discussion (e.g., NDAs, hosting meetings, developing client-facing deal material). Between initial discussions and close, you will help the deal team advance the opportunity such as developing a financial model or business case, securing a deal bid or letter of intent, drafting definitive agreements, negotiating terms, preparing any due diligence items, and driving to a deal close.
Transaction models and deal features/terms may include, but are not limited to, licensing, asset sales, divestitures, assignments, royalties, minority equity investments, and establishing new companies, among others. Depending on the candidate’s experience, the candidate may also seize development opportunities to lead or co-lead transactions or key parts of a transaction.
Achievement of the above requires business acumen specifically related to lab-to-market and early-stage investing, and a proven track record for financial modeling, market analysis, and supporting equity investment decisions. The ideal candidate will be knowledgeable of the IBM internal processes for specific deal structures and have extensive prior experience in managing a transaction through all stages of the deal cycle to closure. The candidate will also have prior venture capital, mergers & acquisitions (M&A), private equity, investment banking, and/or top-tier management consulting experience.
II. Financial investor channel to market: Financial investors are a critical channel to market for licensing or outright sales of IBM IP assets. You will be responsible for preparing for and hosting introductory meetings with financial investors (e.g., venture capital and private equity firms), growing relationships, and ultimately leveraging these relationships to pursue and help close potential IP transactions with these firms and/or their portfolio companies. Your ability to independently research, prioritize, and reach-out to firms based on (1) deal/project-specific criteria and (2) key strategic focus areas for IBM Research and IBM business units will be essential.
Other required skills include strong communication skills, particularly when leading small and large cross-functional teams, and collaborating, presenting and dealing with executives and external parties, such as buyers/acquirers and advisors. The candidate will also have prior experience and high proficiency in client/target relationship management and project management. Deal cycles can be fast-paced and compressed, and the candidate will be able to move with speed and agility.
Knowledge of IBM business processes relevant to Intellectual Property, Research, and M&A transactions is a plus.
Required Technical and Professional Expertise
At least 3-5 years of venture capital, mergers & acquisitions (M&A), private equity, investment banking, corporate strategy, and/or top-tier management consulting experience
Experience with start-ups in terms of financial modeling and market analysis
Experience with pursuing and closing equity investments, specifically related to start-ups and early-stage companies
Experience with managing c-level executive relationships
Strong financial analysis and modeling skills
Experience working in cross-functional teams
Ability to independently identify, research and resolve issues
Demonstrated aptitude for grasping new technologies and learning new markets
Preferred Technical and Professional Expertise
Experience with IBM Research
Advanced degree or credentials (e.g., MBA, CFA)
Experience with structuring and leading deals from inception to close
Strong organizational skills to manage multiple complex projects against their deadlines
Ability to anticipate needs and scenario plan
About Business UnitIBM 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 @ IBMWhat 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.
About IBMIBM’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.
Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:
12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
World-class training and educational resources on our personalized, AI-driven learning platform. IBM’s learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
Well-being programs to support mental and physical health.
Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
Select educational reimbursement opportunities.
Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
Giving and volunteer programs to benefit charitable organizations and local communities.
Discounts on retail products, services, and experiences.
This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.
We consider qualified applicants with criminal histories, consistent with applicable law.
Being You @ IBMIBM 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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.