IBM IBM Security Services Sales Representative, FSS Market in Phoenix, Arizona
Security Services Sales Representative manages a territory that includes named accounts and a geographic region in the US Financial Services Sector (Banking, Insurance and Capital Markets). http://www-935.ibm.com/services/us/en/it-services/security-services/ Primary responsibilities include identification and ownership of new opportunities, go-to-market strategy including business partners, customer satisfaction, and financial performance across the territory. The Sales Representative must leverage established account relationships of the extended IBM sales teams in the FSS Market, along with other opportunity identification channels, to drive Security Services solution sales.
Ideal candidates will have a demonstrated security background and experience in managing a broad geographic and diverse matrix teams. This position is the focal for all Security Services offerings, so general industry knowledge is essential. As this is a role focused on our Financial Services customers it is critical to have knowledge of the specific nuances distinguishing this community and their business, risk, compliance and other unique requirements.
The main focus of this role is Opportunity Identification and Opportunity Ownership. The candidate must have the ability to develop security pursuit strategies in key accounts and support new business opportunities which include defining sales opportunities, determining engagement scope & cost projections, formulating potential security solutions based on client requirements, and functioning as the Security Sales Subject Matter Expert (SME) across the assigned territory. Candidate should demonstrate the use of consultative sales techniques to develop and broaden sales opportunities throughout the territory. Given the dynamic nature of the security market, it is critical that candidates are self-motivated and highly organized to be successful.
Manage the IBM Security Services portfolio business development and sales activity in named Accounts (“Cluster”) and FSS accounts in the geography
Manage Security Services Signings, Revenue and Profit objective attainment for an assigned territory
Executive and Client presentation development
Interlock with Security Services Technical and Delivery teams to drive Qualified Opportunities’ to Close
Interlock with Security Brand and Go to Market Teams in the Financial Services Sector on Account planning and Business Development
Tracking and completion of post-signature IBM Contract registration processes.
Preferred Location: MID-WEST (Great Lakes)
Required Technical and Professional Expertise
At least 3 years of experience in financial services (technical or business)
At least 1 year experience in consultative sales techniques
Strong communication skills: Senior executive level presence and presentation skills in both written and verbal communications
Demonstrable ability to build IBM relationships, become a trusted advisor and influence for positive outcomes
Strong analytical skills and ability to translate data into client solutions & actions.
Candidate must be self-starter, well organized and strong team player.
Preferred Tech and Prof Experience
At least 5 years of experience in services sales, with 3 years in security
At least 5 years of experience in consultative sales techniques
At least 5 years of experience in demonstrated success closing large deals
Familiarity with the IBM Security Division products, services and Executive Management Team [i] Previous experience in a Cyber Security product or services sales, technical sales or account management.
Candidate must be able to display leadership and territory management skills in the Financial Services Market.
Understanding of IBM Services leadership and organizational growth strategies to be able to comment on and participate in enhancements to organizational effectiveness.