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Business Development Executive, Security Services Leader

IBM

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

Introduction
As 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
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)
o Teams closely with IBM’s other services LoB’s to identify and develop opportunities
o Develops senior management and executive contacts in client organizations
o Work with executive leaderships in IBM Consulting and identify, develop and nurture security opportunities.
o Identifies the clients’ critical success factors and potential IBM engagement risks
o Recommends opportunities to engage, disqualify, or refer
o Articulate compelling value propositions 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 IES SIOC, Xforce Red, services 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 IES security services 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)
o Teams closely with other services LoB’s to identify and develop opportunities
o Review and manage IES security opportunity pipeline across IBM Security services and software.

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 BDE should exhibit exceptional business insight and executive level presence across all lines of a customers business. The BDE must be able to demonstrate deep understanding of the customer’s business, organization, culture, pain points, and compelling reasons to act. The BDE should be able to create, articulate, and sell an innovative business vision and value proposition. They should use the full capabilities of the IBM Corporation, so that customer executives clearly grasp the short and long-term business and financial value of a relationship with IBM.

Strong networking skills will be crucial as you will be required to work with different parts of IBM throughout the lifecycle of a deal. This will include the IBM client teams in the identification and qualification of opportunities, through to leading bid teams made up of legal, technical, commercial and risk personnel as you work through to closure. For some opportunities where it is a multi-brand deal you will be required to work closely with the sales leads for those brands, in some cases leading the deal for IBM and in others supporting where we are dependent on another part of IBM for success.

You will have a demonstrable track record of sales leadership and a successful track record of leading teams in the pursuit of large ( $1m) opportunities is essential. Security services knowledge will be a significant benefit but not essential for the role.

In addition to strong leadership qualities, the BDE should also have the following distinguishing attributes:

  • Networking
  • Initiative
  • Adaptability
  • Organization
  • Persistence
  • Creativity and out-side-of-the-box thinking
  • Problem solving

Please refer to the job decription
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.