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Job Details


IBM

Security Client Executive (Software)

Executive

Executive Director

No

Australia

IntroductionAt 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**Your Role and Responsibilities**The IBM Security Client Executive (SCE) is a core sales role in our security business unit, focused on positioning our end-to-end security portfolio, in a way that addresses our client's objectives and needs. Our business is growing, and we currently have a new role for an SCE Software, focusing on the Federal Government in Canberra**Software**The SCE Software role at IBM Security is responsible for selling our broad range of security software solutions. The successful candidate must have a strong understanding of Federal Government cyber security priorities, strategies and legislative demands. They also understand the various Federal Government departments and agencies individual plans and needs, as well as the procurement process and cycle. The focus on this role is to drive the software solutions IBM develops organically (and through partnerships), and includes the full threat management portfolio as well as fraud, mobile, data and identity solutions.As an experienced sales professional, you are comfortable growing your pipeline by prospecting through campaigns, partners and engaging in other activities to identify new clients. This includes working with other IBM sellers, business partners, and IBM Security global to create a compelling solution for the client need. To achieve this, you must have the ability to maintain a sharp focus of your full client portfolio needs, through understanding of cyber security trends, client business processes, client financial measurements and performance indicators to manage and meet quarterly and annual sales quotas. An outstanding ability to understand business problems and articulate a corresponding solution based on IBM services methodsThe SCE Software will lead sales pursuits together with a team of IBM Security technical pre-sales engineers, architects and consultants. They do this while applying IBM Security strategies and offerings, to ensure world-class design and delivery. Success in this role will be ensuring you can build a strong pipeline of opportunities (up to at least 12 months), across our existing and target accounts and being able to balance multiple opportunities and priorities. Additionally, you will need to be adept at working in and even leading cross functional teams across IBM Security, our partners, and other IBM business units.This professional is comfortable working individually but understands and can leverage the power of teaming. They will participate in, or even lead, multi-functional teams covering large, complex opportunities, and negotiating with the highest levels of customer management. The SCE Software anticipates potential problems, finds solutions to solve them, is guided by business directives, and has latitude to define priorities and resources for sales opportunities. The have and maintain expert skills in engaging in complex negotiations, and closing sales opportunities, using all the tools and support provided. The have expert technical sales knowledge of specialty offerings and will acquire a breadth of knowledge in disciplines across other IBM specialties and IBM Business Partner offerings.At the core of all this is a professional with strong foundational sales disciplines and focus. Someone who can identify client need from potentially disparate sources and can build and balance a pipeline of opportunities across volume, size and velocity.**Role and Responsibilities:**+ Drive Security solution sales across assigned territory+ Territory planning and growth strategies+ Maintain deep security solution knowledge, applied to industry specific use cases+ Understand competition and develop appropriate sales strategy,+ Apply sales skills to engage and close opportunities with key decision makers,+ Consistently exceed quarterly revenue goals while developing a robust sales pipeline+ Develop and execute against territory and account plans, and development of deal-winning strategies and tactics+ Develop strong, productive relationships across peer organization that further our business objectives+ Work with our ecosystem of partners to complement IBM security solutions+ Drive the 'team' approach to selling through involvement of Solution designers, tech sales, partners, and prospects with pricing and configurations to meet their needs as required+ Work closely with extended sales teams, including, but not limited to Client Executives, Technical Pre-sales, Delivery Managers, Services Managers, Business Development, and Marketing+ Engage closely with various IBM organizations to drive an integrated go-to-market strategy+ Fluency in positioning, articulating and presenting the broader IBM story and value proposition as well as IBM Security's+ Evangelizing and differentiating IBM Security in competitive selling environments**Required Technical and Professional Expertise**+ English Fluent (Verbal and Written)+ 3-5+ years of security services sales experience (project based and managed services)+ Proven sales experience and success in the development and closing security services opportunities -Includes opportunity identification, qualification, developing value proposition and contract closing+ Proven client relationship management experience and success - up to C level executives+ Ability to work with clients on strategic business initiatives delivering IT value+ Knowledge of managed security services and security consulting in A/NZ+ Strong negotiating skills with excellent communications skills+ Superior time management skills+ Ability to move sales process forward by identifying and navigating issues+ Unshakeable sales discipline and focus+ Strong leadership and team building skills**Preferred Technical and Professional Experience but not essential**+ CISSP certification+ NV1 ClearanceRequired Technical and Professional ExpertiseSame as abovePreferred Technical and Professional ExpertiseSame as aboveAbout 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.