This important role, as a Security Client Executive, is responsible for leading the sales of Security Services and Software Solutions to clients within a dedicated sales territory in the UK. Services and Software Solutions will include consulting services, managed, system integration and product sales.
Primarily the role is focused on identifying and developing new opportunities from both new and existing clients.
Knowledge and understanding of client business challenges and domain expertise in Information Security are required to be able to build deep client relationships, develop proposals and bring deals to contract closure.
The specific deal leading activities include:
Leading cross functional engagement teams on specific pre-qualification opportunities
Being responsible for the security value proposition
Selling the value of security solutions to prospective clients
Preparing client proposals and responding to RFI and RFPs
Strong networking skills will be crucial as you will be required to work with different parts of IBM throughout the lifecycle of a deal. This will include the IBM client teams in the identification and qualification of opportunities, through to leading bid teams made up of legal, technical, commercial and risk personnel as you work through to closure. For some opportunities where it is a multi-brand deal you will be required to work closely with the sales leads for those brands, in some cases leading the deal for IBM and in others supporting where we are dependent on another part of IBM for success.
You will have a demonstrable track record of sales leadership and a successful track record of leading teams in the pursuit of large (> $1m) opportunities is essential. Either Security services or Software experience (preferably both) are important for the role.
Required Technical and Professional Expertise
1) Security domain expertise - in both consulting led selling and industry solutions,
2) Excellent communication skills - both oral and written,
3) Proven experience and successful track record of selling,
4) Knowledge of the cyber security industry,
5) Deal and engagement leadership.
Preferred Tech and Prof Experience
1) Knowledge of the Energy & Utilities industrial sector,
2) Both Services and Software experience,
3) Regulation and Compliance 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.