Q1 Labs Specialty Software Sales Rep – Security Intelligence Products / Eastern US
Job description
The Specialty Software Sales Rep is responsible for developing Brand/product-specific solutions that address your client's business needs (both industry and business) and deliver client value while supporting brand-specific business strategies. You will work to create solutions which are tailored to client's business needs and integrate the IBM/brand capabilities in a way that is valued by the customer and superior to the competition. In this role, it is essential that you are able to apply industry-specific knowledge and experience to bring new business and technology insights to assigned clients.
Successful candidates will be responsible for all aspects of selling IBM Security products - including Q1 Labs products after closing of the planned acquisition - including territory / pipeline management, opportunity identification, analyzing IT security requirements of enterprise clients, selecting appropriate IBM solutions, leading PoCs, demonstrations, client workshops and presentations, quotes / pricing, and other proposal development activities.
Successful candidates will:
* Demonstrate understanding of client requirements regarding enterprise security controls, policies and related technologies, and how IBM solutions can meet these requirements.
* Be able to recognize compelling reasons for clients and prospects to act upon these requirements, and in turn be able to communicate how to persuasively articulate how comprehensive IBM security solution(s) can best meet these requirements.
* Demonstrate knowledge of enterprise client budgeting and purchasing processes, typical recommender and decision maker roles involved, and how to progress security opportunities from opportunity identification to closure.
* Be capable of presenting and articulating the differentiated value of IBM Security solutions compared to competitors in the market.
* Have experience successfully leading sales teams in complex, competitive sales situations, including PoCs and extensive demonstrations.
* Understand, and be able to articulate to clients, deployment processes and best practices to lower deployment risk and accelerate time to value.
* Show evidence of working cohesively with channel partners to develop customer relationships and ensure clients are provided with the best available IBM solutions.
Required
- At least 5 years experience in selling enterprise solutions in the Security market with strong history of success
- Basic knowledge in world wide, regional and local regulatory compliance mandates
- Readiness to travel 25% travel annually
- English: Fluent
Preferred
- Bachelor's Degree
- Basic knowledge in Security Information and Event Management
- Basic knowledge in current security threats
- At least 1 year experience in one or more of the following industries: Financial Mkts, Government, Retail, Telecommunications
- At least 1 year experience in CIO, CISO and large audience presentations
- Basic knowledge in IBM Sales Management process and tools (e.g., accurate forecasting)
- Certified in CISSP, CISA, CISM
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, disability, age, or veteran status.