IBM Security Solutions is looking to hire a Security Client Executive to focus on the Industrial Sector (Automotive, Aerospace and Defense; Chemical + Petroleum; and, Industrial Products) in the Eastern US Region. Candidates can reside anywhere within this territory.The Security Client Executive (SCE) is the lead sales executive for complex security opportunities that integrate multiple custom security offerings including security software, security services, and cross line-of-business & partner solutions. The Security Client Executive has the responsibility for successfully selling Software, SaaS, and Security Services. The SCE is responsible for the overall sales strategy that drives closure of selected security solutions. These are normally large, complex and highly competitive sales situations with IBM's strategic customers. Executive communication and coordination is critical to the success of these engagements.In this role you will:
Lead sales engagements, selling solutions to complex IT and business requirements.
Manage the customer relationship, participate in strategic solutioning, establish beneficial pricing that is highly competitive, and close the opportunity.
Demonstrate a clear understanding of the customers’ business, organization, culture and the compelling reasons to act and manage the third party consultant relationship (if applicable).
Devise and articulate a unique and compelling value proposition (which typically leverages IBM and creates value), so that customer decision-makers clearly grasp the short and long-term business and financial value of a relationship with IBM.
Lead the development of detailed opportunity win plans including leveraging IBM senior executive client coverage plans, consulting resources and the broader IBM team to progress and close complex opportunities.
Apply both Security (Security Software Products, Saas and Services) and Industry Expertise to discuss client's current and future priorities and pain points. Describe the impact and value of Security solutions to the client's business and the client's capability to manage security risks.
At least 3 years' experience selling Security Software and/or complex Software Solutions
Experience identifying and driving to closure strategic sales activities for Software, SaaS and Services
Proven track record of effective account penetration, account development, and account growth
Team player with the ability to leverage and collaborate
Solid track record of consistently achieving/over-achieving quota targets
Accurate forecasting skills and good command of marketplace
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.