IBM Named Account Manager - Security - Financial Services in Boston, Massachusetts

Job Description

Candidates MUST live in either Atlanta or Chicago in order to be considered

Are you an aggressive B2B Hunter & Gatherer? Do you have a strong Start Up mentality? Do you like to manage your own Book of Business? Well look no further!

Join the largest startup, and proven global leader, in the Security industry to protect our planet from emerging cyber threats. Tell the world how you, Watson and IBM Security fight to defend businesses, institutions and governments across 130 countries. Make a difference in everyday lives by safeguarding our most valuable information from corporate intellectual property to your family photos. Be a part of IBM’s rich history of innovation and research to deliver solutions built on the foundation of over 3,500 security patents. Are you ready to put on your cape and help us fight the bad guys?

Ideal candidates will have a demonstrated security / cloud solutions background and experience in managing a broad geographic territory. This position is the focal for all Security Services offerings, general industry knowledge is essential. As this is a role focused on our Financial Services customers it is critical to have knowledge of the specific nuances distinguishing this community and their business, risk, compliance and other unique requirements.

The main focus of this role is Opportunity Identification and Opportunity Ownership. The candidate must have the ability to develop security pursuits & cloud solution strategies within key accounts and support new business opportunities which include defining sales opportunities, determining engagement scope & cost projections, formulating potential security solutions based on client requirements, and functioning as the Security Sales Subject Matter Expert (SME) across the assigned territory. Candidate should demonstrate the use of consultative sales techniques to develop and broaden sales opportunities throughout the territory. Given the dynamic nature of the security market, it is critical that candidates are self-motivated and highly organized to be successful.

Sell Security Solutions Portfolio

Apply 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.

Implement Account/Territory Planning

Develop 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'.

Apply Brand, Cross-IBM & Alliance Solution to Clients

Able to apply Brand business knowledge, selling themes, and capabilities to develop appropriate cross-brand and/or Alliance solutions that promote client success. Able to develop comprehensive industry-focused solutions that achieve client business agenda. Able to tailor discussions of solutions and benefits appropriately for different client executive audiences (e.g., CIO vs. CEO).

Lead Proposal Development

Leads proposal development efforts that identify solutions and develop supporting proposal materials for clients projects. Competes effectively leveraging IBM assets, breakthrough thinking and client insight.

Use Preferred Routes to Market

Use 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.

Competencies:

  • Strategic Thinking—Systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex deal challenges.

  • Collaboration —Relentless drive to work with large, complex sales organizations to help create vision, enthuse clients and client teams and support deal closure with an eye toward helping clients achieve business outcomes benefit realization for clients, and closed business for IBM. Is independent and self-directed, and takes initiative with minimal direction or supervision, while comfortable in a collaborative environment.

  • Influence—Uses rational and emotional drivers that appeal to customers to frame decision criteria and negotiation conversations in IBM's favor

LOCATIONS: Candidates MUST live in one of the following locations to be considered;

  • Atlanta

  • Chicago

Required Technical and Professional Expertise

  • 2 to 10 years of experience in services sales, with 3 years in security

  • 2 to 10 years of experience in consultative sales techniques

  • 2 to 10 years of experience in demonstrated success closing large deals

  • Previous experience in a Cyber Security product or services sales, technical sales or account management.

  • Named Account Sales experience

  • Candidate must be able to display leadership and territory management skills in the Financial Services Market.

  • Willing to travel 4 to 5 days a week

Preferred Tech and Prof Experience

  • 10 years in Software Sales

  • 10 years Financial Security Sales

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.