IBM Channel Technical Specialist in Köln, Germany

Job Description

IBM Sales and Distribution develops, integrates, sells, and distributes IBM’s wide array of products and services, face-to-face and by telephone, working with Web sales teams and IBM Business Partners.

Join us by helping IBM Sales and Distribution deliver world-class solutions for our clients across multiple industries.

Client Technical Specialists are technical consultants to clients, IBM sales teams and/or IBM Business Partners. They understand the client's business requirements, technical requirements and/or competitive landscape. They provide technical sales support which may include: collaborate with IBM sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions; deliver Proof of Concept; develop and deliver technical education; support critical situations; design solutions; and answer technical questions. When engaged for a specific opportunity or project, they are responsible for the technical accuracy of the proposed solution.

Successful candidates will be responsible for all aspects of technical sales for IBM Security products including opportunity identification, analyzing IT security requirements of enterprise clients, selecting appropriate IBM solutions, architectural design of security solutions, leading PoTs / PoCs, demonstrations, client workshops and presentations, and supporting quotes / pricing and other proposal development activities.

Successful candidates will:

  • Demonstrate understanding of client requirements regarding enterprise security policy and standards, and how IBM solutions will meet the requirements

  • Have experience in technical solution design / architecture for security solutions, including product sizing, SBO process and technical and quality assurance processes

  • Be capable of presenting and articulating the differentiated value of IBM Security solutions compared to competitors in the market

  • Have experience as an individual contributor and team leader successfully executing PoTs / PoCs and extensive demonstrations in complex and competitive sales situations

  • 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, transfer technical skills and ensure clients are provided with the best available IBM solutions.

Candidates having hands-on experience with any of the following products will be highly desired:

  • IBM: QRadar, TSEIM/TSOM

  • HP: Arcsight

  • SPLUNK

  • McAfee: Nitro

  • RSA: Envision, Netwitness

  • Other SEIM products

Required

  • Basic knowledge in Selling enterprise solutions in the Security market with strong history of technical sales success

  • Basic knowledge in World wide, regional and local regulatory compliance mandates

  • At least 5 years experience in Proven ability to design and demonstrate winning Security solutions

Preferred

  • Bachelor's Degree

  • At least 5 years recent experience in Selling enterprise solutions in the Security market with strong history of technical sales success

  • At least 6 months experience in World wide, regional and local regulatory compliance mandates

  • At least 3 years experience in Proven ability to design and demonstrate winning Security solutions

  • At least 2 years experience in Installing, configuring, and managing one or more of the following technologies - log management, SIEM, risk management or network behavior tools

  • Working knowledge in Current security threats, what to look for and how to mitigate them

  • At least 1 year experience (desired) in One or more of the following industries: Financial Mkts, Government, Retail, Telecommunications

  • At least 2 years experience in CIO, CISO and large audience presentations

  • Basic knowledge in Security Information and Event Management

  • Certified (desired) in CISSP, CISA, CISM

  • English : Fluent

Required Technical and Professional Expertise

  • Basic knowledge in Selling enterprise solutions in the Security market with strong history of technical sales success

  • Basic knowledge in World wide, regional and local regulatory compliance mandates

  • At least 5 years experience in Proven ability to design and demonstrate winning Security solutions

Preferred Tech and Prof Experience

Candidates having hands-on experience with any of the following products will be highly desired:

  • IBM: QRadar, TSEIM/TSOM

  • HP: Arcsight

  • SPLUNK

  • McAfee: Nitro

  • RSA: Envision, Netwitness

  • Other SEIM products

EO Statement

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. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.