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Security Software Sales (m/f/x)


Introduction 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


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, lets talk.

Your Role and Responsibilities

The Security Software Sales Representative is responsible for selling IBM’s Security Software Portfolio to clients in all Markets which includes IBM’s Top Accounts. The primary sales responsibility would be to expand & grow the existing security software footprint within the client base, aggressively pursue competitive take-outs, and initiate beachheads in whitespace accounts. The seller would be expected to lead creative Opportunity Identification activities to grow their pipeline.

The Security Portfolio Sales Representative would be required to anticipate potential problems/road-blocks, and be prepared with a comprehensive solution to address these issues. The seller would need to encompass both the technical & business factors when driving to closure, including the ability to articulate the Value Proposition as well as the ROI metrics. The Security seller would be required to establish strong relationships with the respective CISOs and C-Level executives associated within the Security department as well as the various levels of mid-management and users (analysts, etc.). Since these are strategic accounts and planning is always a critical factor to success, the Security seller would be required to create a Security Account Plan for each of their accounts and execute against their “plan of action”.

Required Technical and Professional Expertise

We are looking for a professional with:

  • At least 5 years sales experience with a background in security intelligence and data privacy solutions and/or complex software solutions
  • Demonstrated ability to manage a territory as a franchise and orchestrate a diversified set of resources
  • Demonstrated ability to manage and negotiate complex sales opportunities
  • Consistent track record of successful selling
  • Demonstrated ability to develop strong client relationships
  • Ability to effectively present and articulate the benefits of the solution as compared to the competition and relative to customer requirements
  • Process oriented and able to use an industry-recognized sales methodology for opportunity engagements
  • Understand common security needs, challenges, and terminology and be able to articulate how technology can address/impact these at an executive level

Preferred Technical and Professional Expertise

  • At least 5 years sales experience with a background in security intelligence and data privacy solutions and/or complex software solutions

About Business Unit

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBM

Are 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 IBM

IBM’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 Statement

IBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.

Being You @ IBM

IBM 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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