IBM is currently hiring an Enterprise Security Software Sales Representative in the Federal Market place to join a dedicated team of salespeople collectively targeting Federal IT Operations, and Security Management. This position will be based in Washington DC area and will cover the U.S.Responsibilities:
Use appropriate sources to generate new name opportunities for IBM through networking, cold-calling, campaign follow up etc.
Partner with the existing IBM Sales Team to identify, qualify and close new business sales opportunities with Federal accounts by demonstrating a consultative sales approach.
Exceed the sales plan and business objectives by successfully selling IBM Security Solutions (QRadar, BigFix and Resilient).
Leverage account penetration and existing relationships by expanding the overall IBM solution to include IBM Security Solutions.
Manage the relationship with the prospect during the full sales cycle. Actively lead the resolution of customer issues to ensure their satisfaction and a successful outcome to the sale.
Engage technical resources as appropriate. Ensure resolution to technical objections during the sales cycle.
Securing profitable new name business through Security projects and government programs.
Preparing written responses to RFPs, etc.
Develop trusted relationships at a senior management level in Federal accounts. Maintain their confidence by understanding the role of an IBM Security Platform in helping them to achieve their business objectives through an enterprise security strategy.
Coordinate and deliver timely, accurate and quality information as required to meet sales goals. Track and forecast revenue in line with company format and procedures.
Ability to build and maintain relationships with all levels across the organization
Time management sales skills; building pipeline, territory growth, track and forecast revenue.
Demonstrated leadership skills - effective listener and communicator
Ability to work in complex, matrix managed organizational environment
At least 3 years’ experience selling software sales into the Federal Government
At least 3 years’ experience in Security solution software sales, tech sales or pre-sales
At least 2 years’ experience in selling high end enterprise software solutions into large organizations
Deep knowledge of Security Information and Event Management (SIEM) Incident Response and Endpoint market place.
Security SW Sales