IBM Security Software Sales Leader - Industrial Market - SCE in Bethesda, Maryland

Job Description

The Security Software Sales Leader is responsible for the overall sales strategy that drives closure of security solutions for Industrial Market (manufacturing, aerospace, petrochemical, semiconductor, electronic manufacturing) clients. Executive communication and coordination is critical to the success of our engagements. The Security Software seller will lead the development of opportunity win plans, including leveraging IBM senior executive client coverage plans, consulting resources and the broader IBM team to progress and close security software engagements.

The Security Sales Leader must be comfortable developing materials and presenting to senior client executives, which can include the CIO, CISO and evaluation committees. They are required to have a demonstrated understanding of the client's business, goals, strategies as well as industry trends and directions.

The seller is responsible for coordinating multi-disciplined solution teams, and integrating security products and software required to meet the client business needs. They will lead multiple opportunities concurrently although typically in different sales stages and have assigned contract revenue, signings and 'as a service' revenue targets.

Environment:

  • Develop an in-depth working knowledge of the client and an ability to market IBM security solutions, products and software that are specific to the Industrial market. Understand the framework within which an industry operates and the underlying competitive strategies.

Communication/Negotiation:

  • Leads the security business pipeline development for security software. Hunter mentality and approach to prospecting; including direct account/contact communication, security community networking, partner channels, and the broader IBM ecosystem.

  • Responsible for the development of deliverables, such as client proposal and presentations and contract negotiation.

  • Drives and manages an effective partnership with clients through contact with executive management and individuals that influence executive team.

Problem Solving:

  • Makes decisions based on scope of the deal and possible trade-offs to best meet client's objectives within the limits necessary to win the contract.

  • Applies creativity and judgment in developmental work on opportunities or other projects within the business environment.

Impact on Business/Scope:

  • Accountable for business unit and specific personal objectives, including revenue, contract signings, and 'as-a-service revenue'.

  • Develops the tactics that will win the business, including teaming arrangement, alliances, subcontractors, and competitive strategies.

  • Manages to a high level of customer satisfaction. Designs and implements plans to increase customer satisfaction.

  • Has overall responsibility for business/pipeline development and quota attainment.

Required Technical and Professional Expertise

  • At least 5 years of experience in software sales, preferably Security Software Sales.

  • Knowledge of Security technologies and trends in any of the following: Industrial Manufacturing, Petrochemical, Energy, Oil and Gas, Semiconductor, Electronics, Aerospace/defense.

Preferred Tech and Prof Experience

  • At least 3 years of experience in security software sales.

  • Demonstrated success selling into the following markets: Industrial Manufacturing, Petrochemical, Energy, Oil and Gas, Semiconductor, Electronics, Aerospace/Defense.

  • Passionate about security trends and technologies and possesses a keen knowledge of the risk management needs for clients within the Industrial markets.

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.