Job Details

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, let’s talk.

Your Role and Responsibilities

The IBM Security Brand Partner Specialist (BPS) is a core sales role in our security business unit, focused on positioning our end-to-end security portfolio, in a way that addresses our client’s objectives and needs. Our business is growing, and we currently have a new role for a BSS in IBM Security Software

Software

The BPS software role at IBM Security is responsible for selling our industry-leading portfolio of security software solutions. The successful candidate will work closely with our ecosystem partners to help clients define their needs and design solutions that address them. Cyber security is a fast-moving, growing domain, and success in this role will come from your ability to adapt to each client and partner’s specific needs, and leveraging the breadth and depth of IBM’s expertise.

As an experienced sales professional, you are comfortable growing your pipeline by prospecting through campaigns, and partners and engaging in other activities to identify new clients. This includes working with other IBM sales specialists (across all business units), IBM Consulting, our business partners, and IBM Security globally to create a compelling solution for the client’s need.

To achieve this, you must have the ability to maintain a sharp focus on your full client portfolio and needs, and a thorough understanding of cyber security trends, client business processes, client financial measurements, and performance indicators to manage and meet quarterly and annual sales quotas. An outstanding ability to understand business problems and articulate a corresponding solution based on IBM services methods is core.

The BPS security will work alongside our partners, and lead sales pursuits together with a team of IBM Security technical pre-sales engineers, architects, and consultants. They do this while applying IBM Security strategies and offerings, to ensure world-class design and delivery.

Success in this role will be ensuring you can build a strong pipeline of opportunities (up to at least 12 months out), across our existing and target accounts and being able to balance multiple opportunities and priorities. Additionally, you will need to be adept at working in and even leading cross-functional teams across IBM Security, our partners, and other IBM business units.

This professional is comfortable working individually but understands and can leverage the power of the team. They will participate in, or even lead, multi-functional teams covering large, complex opportunities, and negotiating with the highest levels of customer management.

The BPS anticipates potential problems, finds solutions to solve them, is guided by business directives, and has the latitude to define priorities and resources for sales opportunities. They have and maintain expert skills in engaging in complex negotiations, and closing sales opportunities, using all the tools and support provided. They have expert technical sales knowledge of specialty offerings and will acquire a breadth of knowledge in disciplines across other IBM specialties and IBM Business Partner offerings.

At the core of all this is a professional with strong foundational sales disciplines and focus. Someone who can identify client needs from potentially disparate sources and can build and balance a pipeline of opportunities across volume, size, and velocity.

Role and Responsibilities:

• Drive Security solution sales across the assigned territory.
• Territory planning and growth strategies.
• Maintain deep security solution knowledge, applied to industry-specific use cases.
• Understand competition and develop appropriate sales strategy,
• Apply sales skills to engage and close opportunities with key decision-makers,
• Consistently exceed quarterly revenue goals while developing a robust sales pipeline.
• Develop and execute territory and account plans, and development of deal-winning strategies and tactics.
• Develop strong, productive relationships across peer organizations that further our business objectives.
• Work with our ecosystem of partners to complement IBM security solutions.
• Drive the “team” approach to selling through the involvement of Solution designers, tech sales, partners, and prospects with pricing and configurations to meet their needs as required.
• Work closely with extended sales teams, including, but not limited to Client Executives, Technical Pre-sales, Delivery Managers, Services Managers, Business Development, and Marketing.
• Engage closely with various IBM organizations to drive an integrated go-to-market strategy.
• Fluency in positioning, articulating, and presenting the broader IBM story and value proposition as well as IBM Securities.
• Evangelizing and differentiating IBM Security in competitive selling environments.

Required Technical and Professional Expertise

• English Fluent (Verbal and Written).
• 3-5+ years of security services sales experience (project-based and managed services).
• Proven sales experience and success in the development and closing of security services opportunities -Includes opportunity identification, qualification, development of a value proposition, and contract closing.
• Proven client relationship management experience and success – up to C-level executives.
• Ability to work with clients on strategic business initiatives delivering IT value.
• Knowledge of managed security services and security consulting in A/NZ.
• Strong negotiating skills with excellent communications skills.
• Superior time management skills.
• Ability to move the sales process forward by identifying and navigating issues.
• Unshakeable sales discipline and focus.
• Strong leadership and team-building skills.

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