The Managed Services Provider (MSP) SaaS Security Seller acts as the primary hunter and recruiter for IBM Security Embedded Services partners. This role focuses on prospecting into managed service providers throughout North America. The MSP SaaS Security Seller will drive new opportunities for our MSP Account Management team which in turn will work with the partner (MSP) to grow its Mobility practice with IBM Security’s Unified Endpoint Management (UEM) solution, MaaS360 and Cloud Identity portfolio.
Responsibilities and Key Measurements of Success:
Grow and nurture relationships with existing partner accounts; sales enablement, sales execution, and readiness.
Daily interaction with key members of the IBM Security team; (Sales Manager, Business Unit Executive Channel Sales, Inside Sales, Channel Marketing)
Drive and close new sales opportunities as well as the performance of the partners to reach and exceed IBM Security’s revenue targets
Maintain a high level of IBM solution expertise and competitive intelligence.
Create excitement and prospect into relevant managed service providers to drive new revenue commitments to IBM
Maintain a thorough understanding of partners in territory
Extensive profiling (partner’s clients, industries / verticals covered, geographies of influence, internal staffing, internal decision-making, business model, types of solutions provided) will be key to success in the role.
Drive MaaS360 and Cloud identity within target partner prospects. Assist with internal deployment of Maa360 by the MSP, and consumption and awareness by the partner of the various MaaS360/Cloud Identity sales and marketing assets to help drive their business.
Demonstrated leadership skills - effective listener and communicator
Ability to build and maintain relationships with all levels across the organization
Professional verbal, written (email) and presentation skills
A positive attitude, a team player, and the ability to achieve set targets
Demonstrated knowledge of key markets
Extensive networking and interpersonal skills in complex environments
Skilled in building and managing a business; territory planning, pipeline building, accurate forecasting, communicating results, escalating
The position is based out of Philadelphia, Atlanta or within a local market.
Required Technical and Professional Expertise
At least 2 years’ experience in Channel sales
At least 1-year experience in software sales as an individual contributor
Preferred Tech and Prof Experience
At least 1-year experience in Mobility, Security, Cloud related industry
At least 1-year experience selling software through business partners
Knowledge of Security technologies and trends
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.