Route to Markets Security Services Leader


Introduction The Security Europe and Middle East GBS Route to Market Leader is a complex security leader who will have to prioritise and influence cross business units in dealings with line GMs, Fina

The Security Europe and Middle East GBS Route to Market Leader is a complex security leader who will have to prioritise and influence cross business units in dealings with line GMs, Finance and Operations along with the following overall requirements. The scope of the job will be across IBM Consulting and IBM Security.

Your Role and Responsibilities
Manage and lead national RTM (Route To Market) strategies

  • Ensure sales model is in line with IBM strategies
  • Execute and evaluate RTM performance
  • Develop & communicate best practices
  • Develop Annual and Quarterly Business Plan for RTM implementation in conjunction with commercial team and regional sales manager team
  • Implement and adapt reality of ” Optimised RTM strategy ” including : RTM Model, Execution Management System, Reporting, RTM Dashboard. This work to be executed with the support and engagement of the Regional Market Leaders
  • Maintain EMEA level relationships with the Growth Platforms and Market leaders
  • Collate Security EMEA market performance against campaigns and targets
  • Role reports into EMEA Services Sales Leader and Global Security RTM Leader

Required Technical and Professional Expertise

  • The overall mission of this position will be to:

    • Lead the effort to develop a strategy to enable the success of the Security Business Unit in conjunction with the IBM Consulting unit. Incorporate this into the Spring Strategy and Fall Planning processes.
    • Establish and maintain senior relationships with IBM Consulting’s HCS and BTS Service Lines
    • Work with HCS EMEA Leadership team to : 1)support IBM Consulting in their sales efforts; 2) develop unique Security opportunities in collaboration with IBM Consulting
    • Consolidate Market level performance and report to Geo Leadership
    • Act as an escalation point for EMEA IBM Consulting covering Sales, Pre-sales, Delivery and Strategy

    Job Requirement

    • IBM Security knowledge and experience
    • Sales and Marketing Experience
    • Certification from CSPs
    • Consulting experience
    • English proficiency
    • Communication skill
    • Presentation skill
    • Negotiation skill
    • Conflict resolution skills

Preferred Technical and Professional Expertise

  • Able to work under pressure
  • Be able to travel

Please refer to the job Description
About Business UnitIBM Security provides thousands of security experts and an integrated portfolio of security
solutions & Services to help Clients detect and prevent advanced threats, it also provides mature security
operations and risk management strategies.Reports to VP Global Security Services Sales

  • Develops strategic pursuits focused on articulating the value proposition of our Managed Security Services and Integrated Capabilities; including available delivery options for X Force Threat Management Services.

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.

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Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.

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