Offers

IBM Security Service Sales Specialist

The Security Services Sales Specialist will lead all sales activities in the Region and act as the focal point to the client for the sales of IBM Security Services. The position will entail managing key relationships, understanding the client's organization and culture, and developing strategic plans to address both IT and Line-of-Business organizations. This Sales Specialist will leverage subject matter experts, executives, and thought-leaders as needed to provide value to the client. This role will build relationships with senior client executives while earning a reputation as a trusted business adviser. A demonstrated level of business acumen as it applies to the client's business is a critical requirement.

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.

Responsibilities:

• Work with the existing IBM Security Services Sales Team to identify, qualify and close new business sales opportunities by demonstrating a consultative sales approach.

• Exceed the sales plan and business objectives by successfully selling IBM Security services into the region.

• Partner with the IBM Sales Team to leverage their account penetration and existing relationships by expanding the overall IBM solution to include the IBM Security Services (C&SI as well as Managed and Cloud Security Services)

• Partner with the IBM Sales Team to manage the commercial relationship with the prospect during the full sales cycle. Actively lead the resolution of customer issues to ensure their satisfaction and a successful outcome to the sale.

• Engage technical resources, as appropriate, to ensure the company overcomes any technical objections in the sales cycle.

• Develop trusted relationships at a senior management level in enterprise accounts and develop and maintain their confidence.

• Develop and maintain relationships internally (including throughout the IBM sales force) and ensure a high level of teamwork and collaboration with support staff and other functions within the company.

• Coordinate and deliver timely, accurate and quality information, as required to meet sales goals. Track and forecast revenue in line with company format and procedures

Mandatory Knowledge of the following Security topics:

• Identity & Access Management Solution

o Knowledge of Identity and access solutions (better if IBM solution or Oracle Solution)

o Projects experience preferable

• Information Security Governance Risk and Compliance

o Good understanding of the governance aspects of Information System projects and programmes.

• Cloud Computing Security

o Good knowledge of related Cloud Security Topics approaches and technologies as well as Specific Security Solutions

o Knowledge of Cloud Security Services and Managed Security Services

• Cyber Intelligence

o Good knowledge of SIEM technologies and products

o Knowledge of Security Operation Centers topics: organization, Infrastructures, Process and procedures

• At least 3 years of experience as Security Seller (excellent track record) or at least 3 years as Security pre-Sale or Business Development

• Ability to manage Client Relationship

• Ability to work in Team as well as alone

• Good attitude to lead heterogeneous team, Drive to achieve

• Mediating and Negotiations Skills, Organizational, Presentation Skills

Nice to have:

• Industry skills: Financial & Insurance and/or Government and and/or Energy & Utilities

• CxO Relationships