The Security Services Complex Solution Executive (CSE) is the lead sales executive for complex security engagements that integrate multiple custom security offerings including security services, software group security products and x-lob & partner solutions.
The Complex Solution Executive is responsible for the overall sales strategy that drives closure of selected complex security solutions. Executive communication and coordination is critical to the success of our complex engagements. The CSE will lead the development of detailed opportunity win plans including leveraging IBM senior executive client coverage plans, consulting resources and the broader IBM team to progress and close complex opportunities.
The Complex Solution Executive 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 and industry trends and directions.
The Complex Solution Executive is responsible for coordinating multi-disciplined solution teams, and integrating IBM & non IBM security products and services required to meet the client business needs. They will lead multiple opportunities concurrently although typically in different sales stages and have assigned contract signings, expense, and customer satisfaction targets. Assumes additional responsibilities as assigned.
Develop an in-depth working knowledge of the client and an ability to market very complex IBM security solutions, products and services that are specific to an industry. Understand the framework within which an industry operates and the underlying competitive strategies. Recruit partners, form and dissolve alliances in an industry.
Working with a group of peers at the highest levels. Leads large, very complex security engagement teams responsible for the development of deliverables, such as client proposal and presentations.
Drives and manages an effective partnership with the clients through contact with executive management and individuals that influence executive team. Conducts client negotiations on very complex issues at the senior executive level reaching lasting agreements and commitments.
Anticipates future client problems in industry and information technology trends and develops realistic visions and strategies based on risk management plans. 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 very complex opportunities or other projects within the business environment.
Impact on Business/Scope:
Accountable for business unit and specific personal objectives, including contract signings, profit, expense, and customer satisfaction.
Develops the strategies and tactics that will win the business, including teaming arrangement, alliances, subcontractors, competitive strategies, tactics and responses.
Manages to a high level of customer satisfaction. Designs and implements plans to increase customer satisfaction. Has overall responsibility for the final proposal to the client.
Candidates can be located in any US city. 50% travel is required.
Required Technical and Professional Expertise
At least 5 years of experience in a business development related role
At least 5 years of experience working in projects related to one of the core security domains: Governance Risk & Compliance (GRC), Identity & Access Management (IAM) , Data & Application Security (DAS), Infrastructure and Endpoint Security (IES), or Security Intelligence & Operations (SIOC)
At least 1 year of experience working across diverse teams to facilitate solutions
At least 1 year of experience in management consulting and/or systems integration
At least 1 year of experience working with security consulting teams
Readiness to travel 50% travel annually
Preferred Tech and Prof Experience
At least 8 years of experience in a business development related role
At least 8 years of experience working in projects related to one of the core domains: Governance Risk & Compliance (GRC), Identity & Access Management (IAM); Data & Application Security (DAS), Infrastructure & Endpoint Security (IES), or Security Intelligence & Operations (SIOC)
At least 5 years of experience in management consulting and/or systems integration
At least 5 years of experience working with security consulting teams
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.