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Business Development Executive, Security Intelligence/DAS


Introduction A motivated Strategic Security Services Sales Leader focused on growing, enhancing, reporting and managing our global business development for Managed Security Services (this includes MS

A motivated Strategic Security Services Sales Leader focused on growing, enhancing, reporting and managing our global business development for Managed Security Services (this includes MSS and managed services within the C&SI competencies). This role will be responsible for owning the Go-To-Market managed security services business globally focused on driving business development, progressing pipeline, sales success, and executive sponsorship in strategic accounts. Primary focus will be driving our X Force Threat Management Services to market.

Your Role and Responsibilities

  • Responsible for leading the sales of Security Services solutions to clients within a dedicated sales territory, on a limited focussed list of high potential accounts in Data Application Security. This will include consulting services, managed services and software integration activity. The role encompasses two broad elements.

  • Leading deals from the point they are qualified as worthy of investment by IBM through to contract signature into delivery as a focal commercial contact in the governance of our projects.
  • Identifying and developing new opportunities from both new and existing clients.Responsibilities include:

  • The BDE role is primary a customer facing role and often involves unsolicited executive calling

o Develops executive level, visionary business value propositions encompassing all lines of business
o Proactively screens the market and identifies potential large services/solution opportunities
o Develops senior management and executive contacts in client organizations
o Develops initial financial analysis to show compelling financial rationales
o Identifies the clients’ critical success factors and potential IBM engagement risks
o Recommends opportunities to engage, disqualify, or refer
o Develops a compelling value proposition consistent with the client’s critical success factors
o Obtains broad-based client sponsorship for the engagement, and leads the engagement kick-off meeting and completes the handover
o Needs to be able to select/create/establish and manage (at least initially) the partners with whom we would be teaming

  • Leading cross functional engagement teams on specific opportunities;
  • being responsible for the commercial and technical solution and value proposition;
  • Selling the value of security solutions to prospective clients;
  • Preparing client proposals and responding to RFPs; Preparing and negotiating contracts to closure (in instances where a Client Services Executive is not available)

Required Technical and Professional Expertise

  • Passion for and knowledge of Security marketplace and IBM Immune System
    High School Diploma/GED
    Executive presence: Acquired
    Business acumen through personal experience: Acquired
    Strategic thinking / visionary : Acquired
    English: Fluent
    Master 2 other European languages: French, Spanish, German

Preferred Technical and Professional Expertise
The role requires knowledge and understanding of client business and technical challenges and being able to build strong relationships with clients to propose solutions and bring deals to contract closure.

Please refer to the job description
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 @ IBMAre you craving to learn more? Prepared to solve some of the world’s most unique challenges? And ready to shape the future for millions of people? If so, then it’s time to join us, express your individuality, unleash your curiosity and discover new possibilities.

Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change – to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.

It’s time to define your career.

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 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.

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