IBM North America i2 Fraud Sales Leader in Bethesda, Maryland

Job Description

IBM Security is seeking to hire a North America i2 Fraud Sales Leader to work with IBM teams and business partners in developing and driving sales of i2 software to expand its market leadership in intelligence analysis.

The candidate will work to develop solutions tailored to client business needs and offer IBM i2 capabilities in a way that is valued by the customer and superior to the competition. The candidate must be able to apply existing customer-specific industry to proactively bring new business and technology insights to assigned clients. The candidate should have relevant industry experience in the financial services and insurance market. An ideal candidate will have had extensive experience as a fraud investigator, AML investigator or insurance claims investigator.

Job Responsibilities:

  • Act as industry subject matter expert with regards to IBM i2 Intelligence Analysis Portfolio.

  • Demonstrate i2 solutions within context of an industry use case for the client needs.

  • Engage with business partners and IBM Security Sales teams to build a local territory plan, identifying prospective customers and execute the associated sales engagement plan.

  • Work with business partners to continually build knowledge on how to sell IBM i2 solutions against the key competitive offerings.

  • Professionally communicate with all appropriate levels of decision makers and influencers internally at IBM and externally with prospects and clients.

  • Identify and contribute to creation of content and marketing materials for use in sales cycles.

Measures of success:

  • Achieve agreed upon sales revenues and new customer wins

  • Maintain and present accurate sales management reports detailing progression against territory plans

Required Technical and Professional Expertise

  • Thorough understanding of the fraud market and the associated tools, tactics, techniques and procedures used to combat financial crime

  • Broad and detailed customer domain knowledge, functional and/or technical understanding of the products’ capabilities and those of our competitors

  • Demonstrated knowledge of client mission, their budgeting and purchasing processes, typical recommended and decision maker roles involved, and how to progress opportunities from opportunity identification to closure

  • Experience in enterprise software sales within complex matrix environments

  • Demonstrated verbal and written skills with proven ability to present at all levels within a customer’s organization.

  • Assist Marketing and Sales Leadership to create/implement proactive sales campaigns

  • Work within a multi-discipline, long term sales engagement

  • Self-starter, well organized and strong team player

  • Must have a desire to keep up-to-date on technology trends, developments & best practices

Preferred Tech and Prof Experience

  • 5 years of enterprise software solutions sales experience.

  • College degree

EO Statement

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.