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Your Role and Responsibilities
The Security Services ISR (Services Representative), manages a territory that includes named accounts and a geographic region in the US Communications/CSI Market Segment. Primary responsibilities include identification and ownership of new opportunities, go-to-market strategy including business partners, customer satisfaction, and financial performance across the territory. The Sales Representative must leverage established account relationships of the extended IBM sales teams in the Comms/CSI Market, along with other opportunity identification channels, to drive Security Services solution sales.
Ideal candidates will have a demonstrated security background and experience in managing a broad geographic and diverse matrix teams. This position is the focal for all Security Services offerings, so general industry knowledge is essential. As this is a role focused on our Communications/CSI customers its is critical to have knowledge of the specific nuances distinguishing this community and their business, risk, compliance and other unique requirements. Must have demonstrable ability to build IBM relationships, become a trusted advisor and influence for positive outcomes. Candidate must possess strong analytical skills and ability to translate data into client solutions & actions. Candidate must be a self-starter, well organized and a strong team player.
The main focus of this role is Opportunity Identification and Opportunity Ownership. The candidate must have the ability to develop security pursuit strategies in key accounts and support new business opportunities which include defining sales opportunities, determining engagement scope & cost projections, formulating potential security solutions based on client requirements, and functioning as the Security Sales Subject Matter Expert (SME) across the assigned territory. Candidate should demonstrate the use of consultative sales techniques to develop and broaden sales opportunities throughout the territory. Given the dynamic nature of the security market, it is critical that candidates are self-motivated and highly organized to be successful.
Security Services ISR Responsibilities:
- Manage the IBM Security Services portfolio business development and sales activity in named Accounts (“Cluster”) and Comms/CSI accounts in the geography
Manage Security Services Signings, Revenue and Profit objective attainment for an assigned territory
Executive and Client presentation development
Interlock with Security Services Technical and Delivery teams to drive Qualified Opportunities to close
Interlock with Security Brand and Go to Market Teams in the Financial Services Sector on Account planning and Business Development
Tracking and completion of post-signature IBM Contract registration processes
Required Technical and Professional Expertise
At least 1 year of experience in Security Services (Sales and/or Consulting)
At least 1 year experience in consultative sales techniques
Effective communication skills: Senior executive level presence and presentation skills in both written and verbal communications
Preferred Technical and Professional Expertise
At least 3 years of experience in Security Services (Sales and/or Consulting)
At least 1 year of experience in the US Communications/CSI Market
At least 3 years of experience in consultative sales techniques
At least 3 years of experience in demonstrated success closing large deals
Candidate must be able to display leadership and territory management skills in the Comms/CSI Market
Familiarity with the IBM Security Division products and services
Understanding of IBM Services leadership and organizational growth strategies to be able to comment on and participate in enhancements to organizational effectiveness
About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
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About IBMIBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
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.
IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.
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.