IBM Security Solutions is looking to hire a Security Solution Sales Specialist – Information Risk and Protection to cover the Financial Services Market: Banking and Insurance in the territory of Georgia, North Carolina and South Carolina. Candidates can live anywhere in this area. Preferred locations are Atlanta or Raleigh.IBM Security Information Risk and Protection helps keep an organization’s critical information protected, while accelerating their business, enabling their workforce and consumers to securely interact with them. We offer key integrations across Identity and Access Management, Data Protection, Application Security, Web Fraud Protection, Cloud, and Mobile Security to help clients protect their organization and contain the risk.In this role you will:Implement Account/Territory PlanningDevelop and implement comprehensive account plans for your area of responsibility, which support the Client's strategic and tactical plans, fulfill client requirements and exceed IBM account business objectives and measurements (i.e. business volumes, profit). Ensure that the account plan(s) reflect the global elements of the Client's business, as appropriate, and create a planning environment that involves cross team collaboration for execution as 'one Team'.Lead Proposal DevelopmentLead proposal development efforts that identify solutions and develop supporting proposal materials for clients projects. Competes effectively leveraging IBM assets, breakthrough thinking and client insight.Sell Security Solutions PortfolioApply in-depth knowledge of a client's strategy, business priorities, and initiatives to design a technically feasible solution that provides business value and solves the client's problems. Incorporate knowledge of IBM's Business, Infrastructure and ISV Solution portfolio, cross-brand sales and services, and business partners into solution design. The solution should encompass installation/implementation planning; solution performance, support and maintenance; and routes to market considerations.Use Preferred Routes to MarketUse market channels appropriately to enhance the sale of offerings/solutions, ensuring maximum profitability for IBM. Evaluate core competencies and value-add and select channels' products/services/applications that complement IBM's offerings/solutions, and increase customer or market satisfaction and loyalty. Includes the ability to: Identify and articulate the value-add services required by those channels chosen to participate in the implementation of the business plan (i.e.: the channels' ability to address market opportunity and provide value-add services to the customer). Understand channel operations including business strengths, value-add, developmental requirements, challenges, and profitability.Apply Knowledge of Financial Services to Identify OpportunitiesApply Knowledge of Financial Services (Banking and Insurance) segments including specific solutions, products, services, processes and technologies to identify opportunities.Manage Account Plan for Financial Services MarketDevelop and Manage Account Plans for Financial Services - Understand IBM's Financial Services industry strategy and cross-brand offerings, and map them to your client's business and IT initiatives. Results include development and management of an account plan with a roadmap to drive revenue growth for the year.
3+ years experience in software sales.
Knowledge of Security technologies and trends in Financial Services (Banking and Insurance)
Must have proven track-record of effective account penetration, account development and account growth.
Team player with the ability to leverage & collaborate with the extended IBM team.
Strong contributor. Must have solid track record of consistently achieving/over-achieving quota targets.
Accurate forecasting skills and good command of marketplace.
Security SW Sales