A Security Software Sales role (what we internally call a, ‘Security Sales Specialist’) within IBM Security means providing industry-leading solutions to help our clients face into the challenges of cloud security, advanced threats, compliance and privacy, and mobile and remote security. It also ensures you’re continuously developing – personally and professionally – to stay at the forefront of industry trends and remaining as the trusted advisor our clients’ success depend on.
We are looking for new team members to be a catalyst for revenue and cash flow growth for the IBM Security Software portfolio. This includes expanding existing and new account penetration within the IBM National Market customer set, for the IBM security portfolio through contact and relationship building with customers and key IBM Security Sales and Support teams. You will grow, retain and fuel new logo revenue opportunities from opportunity identification, to deal progression, close and customer consumption.
Your Role and Responsibilities
This role in Security Software Sales requires a great motivation to continue building your technical acumen in cybersecurity and driving business outcomes in client facing roles. You will have an opportunity to continue building your skills with mentorship, virtual and in person enablement as well as on the job learning opportunities. The role also demands the generation of IBM Security Portfolio visibility by leveraging social media, conferences, events, webcasts, writing articles, blogs, etc. and other sales generating opportunities as required with outbound prospecting campaigns.
You are also responsible for:
Managing a dedicated client set and defining, confirming, and communicating the differentiated value of IBM’s technology at both the technical and business level.
Using your solution-selling expertise and technical acumen you’ll be identifying and engaging decision makers and influencers, qualifying business opportunities, and responding to clients’ needs to create strategic, long-term partnerships.
Managing the entire sales process, from RFI / RFP response preparation, and ensuring delivery against KPIs, with a strong emphasis on new business sales, while expanding existing accounts.
Collaborating with the broader IBM sales ecosystem, from Marketing to Sales and technical colleagues, to IBM Business Partners, to build sales campaigns and incremental pipeline.
Required Technical and Professional Expertise
•Experience working in cybersecurity preferably in sales or technical sales roles.
•Successful and demonstrable experience carrying and meeting sales and revenue quota, with managing software opportunity identification, solutioning, progression and closing.
•Technical acumen and willingness to develop both technical and sales skills further.
Preferred Technical and Professional Expertise
•Depth and breadth of knowledge regarding the Security market to consult and advise, and quickly grow your reputation as your clients’ credible, trusted advisor.
•Bachelors degree in Computer Science or similar is highly preferred.