IBM Application Security Segment Sales Program Lead in Raleigh, North Carolina
Global Sales leadership role focused on assisting geography and market teams to improve win rates, pipeline, and time to value for clients. Responsible for engaging with market teams, partners, GSIs, services, and clients to improve overall sales execution, product revenue win rates, industry and segment relates use case strategies, build pipeline, enable and assist in the implementation of security solutions and expanding overall revenue in transactions. Working for IBM Security you’ll be dealing with delivering leading end-to-end security product solutions, teaming with market and services peers and with a leading and comprehensive portfolio of products and services that aims to provide and deliver a holistic approach for IBM Security. Optimize individual seller strategies/skills by helping target specific new logo accounts as well as SaaS up sell in established clients and top accounts. Drive health checks, deal clinics, opportunity workshops through all routes. Work to improve overall NPS with clients to maximize revenue opportunity and increase client satisfaction. Serve as SME for competitive positioning, case studies, and manage references. Exploit new routes like 3PM and Cloud SPs to grow across targeted market opportunities. Work with all routes to support skills development through engagement and enablement. Thought leadership to tune and streamline repetitive accelerators like demos, PoCs, PoTs, Events-in-a-box, and sales qualification methodologies. Collaborate with OM team on specialized sales responses for RFPs, unique sales scenarios, and best practice sales documentation. Produce video blogs on a regular basis to build a library of feature explanation and use case examples for sellers to a land and expand revenue strategies. This promises to be a dynamic role environment with innovative thinking at its core, supporting a broad range of industries, and client specific challenges at hand.
Working for IBM you’ll be dealing with end-to-end security, with an incredibly varied portfolio that aims to provide and deliver a holistic approach for Security Services. IBM Security has a global security team with over 8,000 professionals, and we’re expanding our global staff to meet the increase in demand we are seeing across all sectors of industry. It also has some world leading capability and services from the IBM Institute for Advanced Security and the X-Force team to leading products and services.
IBM Security is comprised of both product and services. This role will focus on leading products across Application, Identity and Access, Data Security, Cloud and Mobile. IBM is looking for experienced Security Architects to engage on a global basis to support a variety of exciting projects across all industry sectors.
At least 5 years of experience and strong history of success selling enterprise security solutions the security market. Readiness to travel up to 40% annually domestically and internationally.
Analyze IT security requirements of enterprise clients to propose a security solution. Understanding enterprise security policy and standards and how IBM solutions will meet the requirements. Present and articulate IBM Security value proposition and integrated use cases within IBM Security.
Work cohesively with market relationship and security sales leaders, sellers, and route partners in creating and progressing IBM Security results.
This position will be 30 to 40% travel requirement - based on scheduled activities
Market Segment analysis
Identification of Sales execution strategies (plays) to meet market level gaps
Market driven product request for enhancement input representative of client / market feedback
Global segment pipeline management and strategy
Sales enabelment and assistance
Winning engagement strategies
Support for deal quotes / pricing
Required Technical and Professional Expertise
5+ years experience selling Security solutions to large enterprises
Expert knowledge of the Identity & Access Market, Data Security Market, Application Security Market, Mobile and/or Cloud Security
Strong communication Skills and ability to present to clients in a variety of formats including whiteboards and slide shows
Preferred Tech and Prof Experience
English : Fluent, other languages a plus
Strong Industry experience in a positive for Financial services, Healthcare and Life Sciences, Retail, Communications/Media, Energy & Utilities, and Governmen
Certified in CISSP, CISA, CISM
Understanding of Security frameworks and models
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.