IBM

Security Services Sales Representative

IBM

June 10, 2021

Introduction
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 Sales Representative Security Systems is responsible for developing security specific solutions that address client’s business needs and deliver client value while supporting security specific business strategies.
  • Own and drive the sales opportunities to closure
  • Creates and maintains trusted relationships with key industry clients and partners across the cyber security ecosystem
  • Brings the power of IBM to the client, connecting the client with a supply chain of cyber technical experts, serving as the single point of accountability and playing a central role in advocating client engagements Shall be able to influence strategy to client at all the levels to establish trusted advisor relationship.
  • Work to develop solutions which are tailored to client’s business needs and integrate the IBM Security capabilities in a way that is valued by the customer and superior to the competition.
  • Creative prospecting through campaigns, business partners, and other activities to identify new clients
    Working with other sellers, business partners, and units of IBM as needed to create an effective solution for the client.
  • Maintaining a thorough understanding of the client’s industry, including industry trends, industry business processes, industry financial measurements and performance indicators, and key client competitors in their industry.
  • Supports the achievement of business objectives through creation and progression of opportunity pipeline
  • #ISA_Security_Sales2021
    Required Technical and Professional Expertise
    • Minimum 10+ years of experience is sales of security solutions.
    • Ability to maintain the knowledge of specialty sales processes, techniques, and tools, and advises others on their use examples of this include, but are not limited to, opportunity / territory management, cost justification, acquisition management, services business management and channel management processes.
    • Demonstrable ability to understand client requirements regarding enterprise security controls, policies and related technologies, and how IBM Security solutions can meet client expectations
    • In-depth knowledge to combine solutions with terms and conditions to create a final customer proposal.
    • Ensure that the proposal delivered to the Partners provide a workable solution
    • Ability to show evidence of working cohesively with channel partners to develop customer relationships and ensure clients with the best available IBM solutions and advise other sales specialists within the specialty Validated experience to maintain in-depth understanding of competition’s offerings, strategies, and plans
    • Proficient to effectively differentiate IBM offerings from competitive alternatives and builds customer preference for IBM offerings, based on that differentiation
    • Intuitive individual with an ability to manage change and proven time management
      Proven interpersonal skills while contributing to team effort by accomplishing related results as needed.

    Preferred Technical and Professional Expertise
    • Expertise to articulate to clients, deployment processes and standard methodologies to lower deployment risk and accelerate time to value
    • Ability to show evidence of working cohesively with channel partners to develop customer relationships and ensure clients with the best available IBM solutions and advise other sales specialists within the specialty
    • Validated experience to maintain in-depth understanding of competition's offerings, strategies, and plans
    • Proficient to effectively differentiate IBM offerings from competitive alternatives and builds customer preference for IBM offerings, based on that differentiation
    • Intuitive individual with an ability to manage change and proven time management
    • Proven interpersonal skills while contributing to team effort by accomplishing related results as needed
    • Up-to-date technical knowledge by attending educational workshops, reviewing publications

    About Business UnitIBM’s Cloud and Cognitive software business is committed to bringing the power of IBM’s Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments—with complete software solutions for business and IT operations, development, data science, security, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.
    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 StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.
    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.