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Security SW Brand Partner Specialist (BPS)


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 to

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
This key role, as a Security SW Brand Partner Specialist (BPS), has responsibility for leading the sale of IBM’s Security Software Solutions to and through the IBM Business Partners Ecosystem on the Island of Ireland. Solutions will include both transactional and SaaS software. This is an opportunity to become part of a vibrant and dynamic team of sales professionals. IBM in Ireland go to market through the Business Partner Ecosystem.

Role and Responsibilities:
Primarily the role is a security brand specialised client/partner facing role with responsibility for the success of new and existing security partners in the territory of Ireland. The successful candidate will own a territory of Irish accounts, selling exclusively through partners, and driving hyperlocal Ecosystem growth across the assigned territory.
You are effectively the Security Brand Sales Leader for Ireland, and as such will be a focal and champion for aligned Security partners. Cultivating deep trusted relationships and orchestrating partner planning, strategy and management of resulting opportunity.
The specific deal leading activities include:

  • Leading cross functional engagement teams on specific pre-qualification opportunities.
  • being responsible for the market specific security value proposition.
  • selling the value of security solutions to prospective clients/partners.
  • preparing proposals and responding to RFI and RFPs
  • 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 SW knowledge will be a significant benefit but not essential for the role.

Required Technical and Professional Expertise

  • Security domain expertise – in both consulting led selling and industry solutions,
  • Excellent communication skills – both oral and written,
  • Proven experience and successful track record of selling,
  • Knowledge of the cyber security industry,
  • Deal and engagement leadership.
  • Strong presentation and communication skills (written and in person)
  • Both Services and Software experience
  • Regulation and Compliance experience

Preferred Technical and Professional Expertise

Minimum of 10 years Enterprise level sales experience

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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