IBM WW Senior Security Client Technical Specialist - Application Security in Los Angeles, California

Job Description

IBM Security solutions is looking for a Technical Sales Specialist to join the World Wide team to support our Application Security Segment.

As an IBM Security Technical Sales Specialist, you assume technical leadership and responsibility for designing and selling security solutions that allow our clients to discover and mitigate application security risks, integrate application security testing into their software development life cycle and establish an application security testing practice.

This is a customer facing role and the candidate must be comfortable and confident working with IT Security, Software Development, and Line of Business Executives and be able to work effectively in a collaborative role with IBM sales teams and business partners.

Successful candidates will:

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

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

  • Be familiar with the software development lifecycle, processes and tools.

  • 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.

  • Build trusted advisor relationships with large clients and help them through their pilot and initial deployment phases.

  • 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.

  • Prepare, maintain, partner on technical enablement materials for our user groups, technical sales academies, master skill classes, POT/POCs for our different Geo’s globally.

Required Technical and Professional Expertise

  • Demonstrated written and oral communication skills, detail oriented approach to problem solving

  • Understand common application security pain points in a large enterprise

  • General awareness of common industry standards (e.g. OWASP Top 10, SANS/CWE Top 25, etc.) and regulatory standards (e.g. PCI-DSS, GDPR, HIPPA, etc.)

  • At least 1 year experience in one of these two disciplines:

  • Worked as a full time developer with Java, .Net or PHP

  • Worked as a software security engineer where you performed application vulnerability assessments, code reviews, and/or penetration testing.

  • Basic knowledge of the industry leading applications security testing technologies in the market (e.g. DAST, SAST, IAST, RASP, etc.)

Preferred Tech and Prof Experience

  • At least 3 years experience in one of two disciplines:

  • Worked as a full time developer with Java, .Net or PHP

  • Worked as a software security engineer where you performed application vulnerability assessments, code reviews, or penetration testing

  • Technical knowledge in IBM Application Security portfolio and general competitive application security landscape

  • Consultative sales approach experience as a sales engineer, solution architect or consultant

  • Understand operational and security challenges in a large enterprise and common pain points specific to application security

  • Knowledgeable in common industry standards (e.g. OWASP Top 10, SANS/CWE Top 25, etc.) and regulatory standards (e.g. PCI-DSS, GDPR, HIPPA, etc.) as related to application security

  • Deep technical knowledge of the industry leading applications security testing technologies in the market (e.g. DAST, SAST, IAST, RASP, etc.)

  • Cybersecurity related certifications (e.g. CISSP, CISA, CISM, OSCP, GWAPT, CEH or similar)

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.