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Strategic Sales Leader, Security Services

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
Helps construct proposal content and templates with direct sales teams, advises on key deals, and is a leading voice in client conversations and orals during the pursuit stage

  • Drives targeted sales initiatives to penetrate markets with strategic MSS offerings (i.e X Force Threat Management)
  • Conducts business development and engagement reviews on priority deals to progress pipeline, counter competitive tactics, and increase win odds
  • Orchestrates and leads executive briefings
  • Partners to develop sales enablement and seller effectiveness

Required Technical and Professional Expertise

  • At least 10 years of experience in Security Services Sales and/or Offering Management; Develops executive relationships with major global clients throughout the contract lifecycle; protecting base revenue and driving new opportunities

    • Assists in transition from pursuit stage through project transition and steady state
    • Provides global guidance and feedback to continually improve Managed Security Services model
    • Partners with Offering Management and Marketing on offerings and analyst relations
    • Supports all Security Services routes for go-to-market success (e.g. GBS/GTS/Cloud)
    • Develops governance model for global market and competency reviews

    Measurements of success:

    • Global Managed Services portfolio signings and renewals focusing on transforming our clients
    • Global Managed Services portfolio revenue
    • Profit attainment of Managed Security Services
    • Client Reference ability
    • Client NPS scores for Managed Security Services

Preferred Technical and Professional Expertise

  • Able to travel in EMEA 50% time

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.

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.