IBM is currently hiring an Enterprise Security Portfolio Software Sales Representative in the Federal Market place to join a dedicated team of salespeople collectively targeting Defensive Cyber Operations, DoD Operations, and Security Management.
Generate opportunities for IBM Security through strong relationship building skills via any means possible (i.e., networking, cold-calling, campaign follow up etc.)
Collaborate across the IBM Security Sales Team and respective Client Teams to identify, qualify and close new business sales opportunities for predefined accounts while always leading with a consultative sales approach.
Own and manage the client relationship throughout the complete sales cycle. Actively lead customer issue resolution to ensure satisfaction and a sales success.
Establish trusted relationships and leverage technical resources to influence the sales cycle.
Prepare written responses to account solicitations.
Collaborate routinely with senior management to portray IBM Security Portfolio’s expertise and assist the larger team to achieve all enterprise security strategy objectives.
Exhibit acute attention to detail in order to continuously coordinate and deliver accurate and quality sales information. Track and forecast revenue sales information in line with company format and procedures.
Ability to build and maintain relationships with all levels across the organization
Time management sales skills; building pipeline, territory growth, track and forecast revenue.
Demonstrated leadership skills - effective listener and communicator
Ability to work in complex, matrix managed organizational environment
Required Technical and Professional Expertise
Min 3 years’ experience selling complex software solutions (Ex: Middleware, Business Intelligence, Network Management, etc.).
Min 2 years’ experience of software sales into the Federal Government.
Proven knowledge and understanding on how to sell multi-product software & appliance/hardware solutions.
Knowledge of Federal industry software standards and Federal standards organizations including but not limited to NIST, CCRI, APL, etc.
Good executive contacts throughout territory.
Consistent achievement of quota.
Proven track record working with channel and technology partners to build strategic and cooperative sales campaigns together.
Highly developed business development, negotiation skills and ability to influence contract content.
Security industry product and application knowledge.
Flexibility and desire to take on additional responsibilities
Preferred Tech and Prof Experience
Active Top Secret Clearance with access to sensitive compartmented information and a full scope polygraph or,
Active Top Secret Clearance with access to sensitive compartmented information and a counter intelligence polygraph.
Understanding of the DoD Combat and Commands
History of coordination within an internal set of multi-functional teams such as Sales Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas as achieved and exceeded.
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.