IBM Security Solutions is looking to hire a Commercial Channels Manager-Security Portfolio Solutions to cover the Great Lakes and the Southeast territory. The Commercial Channels Manager is an individual contributor role and will focus on large Commercial Accounts for Communications Sector (Telco, Media & Entertainment, Energy & Utilities) in this territory. The Commercial Channels Manager-Security Portfolio Solutions is responsible for understanding clients' needs in order to provide security solutions which will contribute to their success; As well as for customer satisfaction and the overall business relationship with IBM's clients and Business Partners.Candidates can live anywhere in the Great Lakes or Southeast states. Preferred city is Atlanta, GA.In this role you will: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.Apply Brand, Cross-IBM & Alliance Solution to ClientsAble to apply Brand business knowledge, selling themes, and capabilities to develop appropriate cross-brand and/or Alliance solutions that promote client success. Able to develop comprehensive industry-focused solutions that achieve client business agenda. Able to tailor discussions of solutions and benefits appropriately for different client executive audiences (e.g., CIO vs. CEO).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 DevelopmentLeads proposal development efforts that identify solutions and develop supporting proposal materials for clients projects. Competes effectively leveraging IBM assets, breakthrough thinking and client insight.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.Manage Account Plan for Communications MarketDevelop and Manage Account Plans for Communications Sector (Telco, Media & Entertainment, Energy & Utilities) - Understand IBM's Communications 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.IBM is the fastest growing enterprise security business in the world - with $2B in revenue and outgrowing its competitors 3X. IBM Security is differentiating itself as the Security Intelligence leader - and is bringing Watson to the cybercrime battle to usher in a new era of cognitive security.
At least 3 years experience in Software sales
Knowledge of Security technologies and trends in any of the following areas in the Communications Sector: Telco, Media & Entertainment, Energy & Utilities
Security SW Sales