Guardium North American Brand Sales Specialist
Guardium, IBM’s Data Security solution, is seeking a Sales Brand Specialist for the North American team. The successful candidate will work closely with IBM Client teams and Security Portfolio sellers to lead & assist in identifying and progressing opportunities for data security & privacy solutions that are tailored to a client’s business needs in a way that is valued by the customer and superior to the competition. In this role you will collaborate with development, product offering, marketing, technical sales and professional teams.
Lead & assist security sellers in your assigned market(s) to identify and progress opportunities for the brand.
Engage your market sellers to build and maintain an opportunity pipeline to meet or exceed quarterly quota targets for your market(s).
Effectively engage IBM’s resources and infrastructure to assist the market seller in progressing and closing business and deliver a successful customer experience.
Be able to whiteboard and be conversant in our solutions.
Deliver high-level feature/benefit executive presentations.
Drive and/or assist the proposal production process.
Assist in the enablement training of your market sellers to be successful.
Participate in marketing and events planning activities within the geography.
Effectively communicate within the internal Gaurdium/IBM business environment and provide feedback from the field in support of business opportunity.
Required Technical and Professional Expertise
At least 5 years experience in the information technology industry with a sales background in database management, security and compliance solutions preferred.
Demonstrated ability to manage a territory as a franchise and orchestrate a diversified set of resources.
Demonstrated ability to manage and negotiate complex sales opportunities.
Consistent track record of successful selling in this territory.
Strong relationships within some of the key customer or targeted accounts.
Ability to effectively present and articulate the benefits of the solution as compared to the competition and in perspective of customer requirements.
Appreciate common business needs, challenges, and terminology (i.e., Sarbanes-Oxley, PCI, HIPAA, Basel II, ROI, and TCO) and be able to articulate how technology can address/impact these at an executive level.
Good written and verbal communication skills
Readiness to travel 25-40% annually
Enjoy a team selling environment
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.