IBM WW Banking & Financial Mkts IT Risk & Security Sr. Sales Advisor in Berlin, Germany
IBM's Financial Services Sector, Global Banking & Financial Markets team is looking for an experienced IT Risk and Security Solutions sales professional to address strategic imperatives, business and technology needs for clients in the evolving and rapidly growing Security and IT Risk domains of our Banking & FM Industry portfolio. The Industry Solutions Sales role is responsible for leading client sales pursuits with our Security Business Unit sales team to develop and grow our integrated Banking & FM industry-based solutions to address specific client's business needs. The solution areas bridge elements of IBM's core strategy around Cloud, Analytics (Risk) and Security and help drive long-term services signings utilizing Industry Solutions Growth and Transformation plays. The candidate will be responsible for executing across multiple sales stages from initial prospecting, client opportunity identification, strategic consulting and deal formation to help execute our strategy for security solutions serving IBM’s top client accounts in the global financial services sector. Other job responsibilities include:
Contributing to Global Banking & FM Industry Platforms business development and sales process to ensure alignment with business and financial objectives for the Financial Services business / Industry Platforms Unit.
Lead cross-business unit sales pursuit teams to advance IT and Security Risk Management opportunities with IBM Banking & FM clients globally.
Perform as a trusted advisor for clients and our internal client teams supporting our Global and National FSS Accounts on IT Risk and Security issues and concerns; provide recommendations to solve evolving business, technical and regulatory compliance transformation challenges as presented.
The candidate should have experience working with top tier global financial services institutions in Banking and Financial Markets.
Experience with financial services industry IT Risk and Security Solutions sales and consulting and systems integration services.
Candidate should have experience and knowledge of financial services regulatory compliance environment, (i.e. Fed/OCC, SEC, FINRA, CFPB, FCA, MAS, GDPR, PSD2) and other global regulations driving transformation changes in firms concerning Fraud, IT Risk & Cyber Security and overall Operational Risk.
Business skills & experience: The successful candidate will have direct experience in driving sales for complex solutions, and proven success, navigating the complex environment associated with working within the largest financial institutions in the world. They will have excellent client relationship skills, demonstrated effective collaboration and team building and have a track record of consistent and successful results.Candidates should have extensive experience in Financial Services Sector with relevant IT Risk and Security client relationships and connections from consulting engagements and direct sales. A background with FinTech, data providers, software or FSS application or business service providers, or any combination is a plus. Ideally, experience gained from business line activities (including Security and IT Risk functions) or in major transformation projects involving Security risk and compliance solutions, technology and platforms at a large financial services firm. Subject matter expertise and experience in CyberSecurity: Security Intelligence, Operations and Response and Security Strategy, Risk and Compliance domains within Banking & Financial Markets will be critical skills in developing and validating client business requirements, plans for transformation of operational processes and facilitating the evaluation, selection and implementation of supporting systems and tools to deliver high quality solutions and services to IBM clients.It is expected that the candidate will have analytical skills and knowledge in related Security, IT Risk & Compliance and Regulatory issues and FSS client obligations driving organizational change.
Minimum 10 years experience in Banking, Capital Markets/Investment Banking Industries
At least 5 years' experience in Sales/Consulting for Security and IT Risk in financial services industry
At least 5 years' experience in Governance, Risk & Compliance; Operational/IT Risk Management and Regulatory Compliance Solutions Business Development, Sales of Software and Services
At least 5 years' experience in IT Risk and Security technologies, Data Analytics, and Reporting
Readiness to travel from 50-75% of time
English and German: Fluent
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