Client Solution Executive - Security Services

IntroductionClient Technical Specialists (CTP) are the technical experts and advisors to clients, IBM sales teams and/or IBM Business Partners. As a CTP you understand the client's business requirements, technical requirements and/or competitive landscape. You apply your business insights, build and maintain client relationships, incorporate hardware, software and services into client-valued solutions and ensure client readiness for the implementation of technical solutions. This is an opportunity to shape the future for both IBM and its clients. Start your journey now!Your Role and ResponsibilitiesIBM Security is one of the leading Cybersecurity providers globally. With more than 8000 employees worldwide, we expand our salesforce, and we are now looking for sales representatives in the Nordics.This important role, as a Security Client Executive, is responsible for leading the sales of Security Services and Solutions to clients within a dedicated sales territory in the Nordics. Services and Solutions will include consulting services, managed security services, system integration and product sales. Primarily the role is to identify and develop new business opportunities for increased sales to existing accounts or acquiring new accounts.The role requires knowledge and understanding of client business and technical challenges and being able to build deep and strong relationships with clients to propose solutions and bring deals to contract closure. Services background is of key importance to this role, i.e., understand how to sell any kind of services. Your preferred background is from a services company, in particular selling complex deals with a combination of mss and consultancy selling. Background from a cybersecurity company is a strong merit.The specific deal leading activities include:Leading cross functional engagement teams on specific pre-qualification opportunities; - being responsible for the security value proposition: - selling the value of security solutions to prospective clients; - preparing client proposals and responding to RFI and RFPs.Understand what the client asks for, be able to challenge the client. Being able to understand how to position a solution towards the client.Strong networking skills will be crucial as you will be required to work with different parts of IBM throughout the lifecycle of a deal. Strong leadership skills are required as you lead the deal making, you have to lead, orchestrate and manage the other parts of the team to be able to be successful in this role. This will include the other 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 services knowledge will be a significant benefit but not essential for the role.Required Technical and Professional Expertise1) Security Knowledge - in both services led selling and consulting led selling,2) Excellent communication skills - both oral and written, English is major language3) Proven experience (3-5 years) and successful track record of selling4) Knowledge of the cyber security industry and the cybersecurity market in the Nordics5) Complex deal and engagement leadership.6) Proven leadership skills in sales7) Proven digital and virtual selling in B2BPreferred Technical and Professional Expertise1) Knowledge of the Energy & Utilities industrial sector and manufacturing sector2) Both Services and Software experience,3) Regulation and Compliance experience.4) Courses in cybersecurity is a merit5) Basic networking and infrastructure skills, basic security networking skills. Specific cloud security skills are a meritAbout Business UnitIBM 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 @ IBMWhat matters to you when you're looking for your next career challenge?Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities - where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust - where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.Impact. Inclusion. Infinite Experiences. Do your best work ever.About IBMIBM's greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.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.