IBM Security Solutions Sales Public Sector in Raleigh, North Carolina

IBM Security Solutions is looking to hire a Security Solutions Sales Representative to cover the Public Sector in the Mid-Atlantic territory. The Security Solutions Sales Representative will focus on the State and Local Government as well as the Life Sciences markets and will be 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.IBM is a leading edge Security Solutions provider and our portfolio of solutions is a leader among the industry in all key solution areas.This territory is concentrated in Virginia, Maryland, North Carolina and South Carolina. Candidates can live anywhere in this territory. Preferred locations are Raleigh, NC and Northern Virginia.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. Compete 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 State and Local Government and the Life Sciences Industry to Identify OpportunitiesApply Knowledge of State and Local Government and Life Sciences segments including specific solutions, products, services, processes and technologies to identify opportunities.Manage Account Plan for Public Sector MarketDevelop and Manage Account Plans for State and Local Government as well as Life Sciences. Understand IBM's State and Local Government as well as Life Sciences 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.

  • At least 5 years experience in Software Sales.

  • Knowledge of Security technologies and trends in any of the following Industries: State and Local Government, and Life Sciences.

  • 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