The Cloud Sales Security Program Leader(s) will create, own, manage and report on Sales Security Programs for Cloud Sales and Solutions across IBM’s strategic imperatives (Cloud, Cognitive, Industry). Creating Client facing materials, education, and face to face briefings with CISOs, Line of Business, and Legal Counsel are a primary dimension to success. This role will assist Market and Executive sales management in the crafting of Cloud Programs and Standardization of Offerings, DevOps, and Offering Go to Market elements (especially Watson, IoT, Quantum, and Industry focused solutions). Interfacing, contributing, co-creating, and collaborative execution of initiatives, enablement, best practices, and sales programs across multiple organizations, brands, offering and sales leaders, is a must.
You will be the “center point” for all cross brand sales needs regarding Cloud Security, Operations, and Compliance issues. It is critical that you identify individuals and teams throughout a multi-thousand person sales force who you can mentor, train, and guide for the success of the whole organization.
You will be expected to guide matrixed sales and technical sales teams as they pursue opportunities, take authoritative lead in complex solutions and programs, including interaction with Senior Executives, Market Leaders, Offering Management, Marketing, and directly with Clients in a transformational role.
Hands on and Program Management knowledge of Cloud/SaaS DevOps, Security Operations, Cloud Development, Cyber Security, and System Engineering are required. In this role, you will need to know, understand, communicate, and guide, the use and operations models of the vast array of IBM’s Cloud solutions, and the best practices, and be able to effectively use this domain knowledge on a daily basis to help the IBM Company to accelerate its incredible Cloud growth.
This role requires a broad array of soft skill sets, especially executive acumen, interpersonal and organizational influence capabilities. The successful candidate must have a strong work ethic, time management and work prioritization abilities, as well as be highly self-motivated. An excellent ability to communicate in written, verbal and graphic form, as well as to present publicly, and to interact with Legal Counsel is required.
Responsible for determining and delivering the appropriate information to address sales activities. These responsibilities are to be addressed with a focus towards achieving assigned revenue targets and customer satisfaction of the Market teams.
Performs in-depth analysis of customer’s business and technical requirements and develops clear definition of the appropriate solution including; operational benefits, value benefits, scenarios and value proposition.
Creates programs and enablement in conjunction with the Brand and Market leads to create Cloud Technical Selling excellence and capabilities throughout the broad sales organization
Responds to RFPs and RFIs with the Client Sales teams
Maintains an advanced understanding of the IBM’s products and solutions.
Maintain an advance understanding of competitors.
Collaborates with other Sales Engineers providing guidance and leadership to the team.
Understands and navigates IBM to identify and acquire critical resources needed to develop the best solution for the client. Thoroughly understands and applies IBM strategies and offerings for the specific assigned brand.
Ensures client success through deployment strategies (ie. Engaging services to help a customer successfully deploy the technology
Maintains an understanding of the industry specific needs and concerns
Contributes to Opportunity Progression
Works to build reusable assets to help enable the field, market leadership, and offering management, and the extended team
Work closely with Client Success Managers to ensure SaaS provisioning, deployment and customer solution implementation occur correctly and timely
Work closely with direct sales teams to pull SaaS operations and security conversations earlier in the sales cycle to shorten sales cycles and reduce the chance of deals being pushed
Present at relevant industry conferences
Develop a social presence via channels like LinkedIn, Twitter, YouTube, Appropriate User Groups, and other similar social platforms
Significant skill with Microsoft Excel, Word, and PowerPoint are required
Key Personal Attributes:
Passionate about continuous learning and problem solving
Mission oriented and driven
Ability to identify, formulate and present Return On Investment (ROI), Total Cost of Ownership (TCO) and Time to Value (TTV) proposals
Demonstrated communication skills, with the ability to deliver powerful, succinct and convincing presentations at all levels of an organization while exhibiting both technical and business credibility
Ability to work proactively and independently
Commitment to stay current with industry and sector trends
Ability to articulate, define and execute creative strategies to grow the business and reach new markets
Ability to interface and organize within a multi-brand sales organization
Continuous learning and expanding scope of knowledge in diverse areas of business, technology, and selling models and skills.
Experience in organizations that have transitioned from the on-premise world to cloud and/or SaaS is a significant plus* “LEAR” = Land, Expand, Adopt, Renew
Required Technical and Professional Expertise
5+ years in Consulting, DevOps, and/or Data Center Security is required.
2+ Years of IaaS, PaaS, SaaS Technical Sales or Consulting is required.
Preferred Tech and Prof Experience
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.