IBM Energy & Utility Industry Security Solutions Representative. in Raleigh, North Carolina

IBM's Security Software Solutions group is looking for an Energy & Utility Industry Security Solutions Representative.The Industry Solution Representative is responsible for developing integrated industry-based security solutions that address their client's business needs (both industry and business) and deliver client value while supporting IBM business strategies. Industry Solution Representative needs to determine and stay updated on the E&U industry trends, financial drivers, competitive or regulatory pain points and directions of the marketplace to assess their impact on the client's business, processes and/or operations and client's profitability. Current IBM E&U industry messaging focuses on Energy and Utilities for a cognitive era and the role of the Energy Integrator, The Digital Customer and Disruptive Innovation. The Industry Solution Representative will define, identify, position and refresh IBM security solutions and services aligned to the IBM E&U industry message.In this role you will:Analyze How E&U Trends Impact Client's BusinessStudy or determine the E&U industry trends, financial drivers, competitive or regulatory pain points and directions of the marketplace to assess their impact on the client's business.Apply Knowledge of E&U Segments to Identify OppsApply knowledge of E&U Industry segments including specific solutions, products, services, processes and technologies to identify security opportunities.Identify Opps Resulting from E&U Regulatory ReqsRecognize opportunities to apply IBM security solutions resulting from the major industry standards and regulatory factors for the E&U Industry. Utilize this knowledge to enhance client interactions, determine impact on the client's processes and/or operations and determine impact on client's profitability.Sell E&U Client Operations SolutionsArticulate IBM's market vision and strategy for E&U Client Security Operations product/solution(s). Articulate the features and functions of E&U Client Security Operations product/solution(s). Describe how the product/solution meets specific client requirements and the benefits to be derived. Qualify a prospect, gather requirements, handle objections, and cost justify. Position in a client environment and know competitive offerings in related product areas. Assist the client to analyze and design systems and configure them to satisfy the client's expectations. Advise on the appropriate ISVs and IBM services (if applicable) with E&U Client Security Operations solution(s). Satisfy the client's questions and requirements related to: product/solution demonstration, installation and implementation planning, performance, support and maintenance as appropriate. Close the sale.Sell E&U Intelligent Utility Network SolutionsArticulate IBM's market vision and strategy for E&U Intelligent Utility Network security related product/solution(s). Articulate the features and functions of E&U Intelligent Utility Network product/solution(s). Describe how the product/solution meets specific client requirements and the benefits to be derived. Qualify a prospect, gather requirements, handle objections, and cost justify. Position in a client environment and know competitive offerings in related product areas. Assist the client to analyze and design systems and configure them to satisfy the client's expectations. Advise on the appropriate ISVs and IBM security services (if applicable) with E&U Intelligent Utility Network solution(s). Satisfy the client's questions and requirements related to: product/solution demonstration, installation and implementation planning, performance, support and maintenance as appropriate. Close the sale.

  • Knowledgeable of E&U Industry Security Regulations: NIST, NERC-CIP, etc.

  • Good understanding of Security Solutions technologies

  • Ability to develop Industry based security solutions to address client needs

Security SW Sales