IBM Security Portfolio Sales Representative - Enterprise/Commercial Accts in Washington, District Of Columbia

Job Description

IBM Security Solutions is looking to hire a Security Portfolio Sales Representative to focus on Enterprise / Commercial Accounts for the Financial Services Market. The Security Portfolio Sales Representative is responsible for developing Security Software Solutions that address client's business needs (both industry and business) and deliver client value while supporting brand specific business strategies.

The successful candidate should reside in the Southeastern US Region

preferred locations are Atlanta, GA; Charlotte, NC; and Raleigh, NC.

In this role you will:

Sell Security Solutions Portfolio

Apply in-depth knowledge of a client's strategy, business priorities, and initiatives to design a technically feasible solution that provides business value and solves the client's problems. Incorporate knowledge of IBM's Business, Infrastructure and ISV Solution portfolio, cross-brand sales and services, and business partners into solution design. The solution should encompass installation/implementation planning; solution performance, support and maintenance; and routes to market considerations.

Manage Account Plan for Financial Services Market

Develop and Manage Account Plans for Financial Services Market - Understand IBM's Financial Services industry strategy and cross-brand offerings, and map them to your client's business and IT initiatives. Results include development and management of an account plan with a roadmap to drive revenue growth for the year.

Implement Account/Territory Planning

Develop and implement comprehensive account plans for your area of responsibility, which support the Client's strategic and tactical plans, fulfill client requirements and exceed IBM account business objectives and measurements (i.e. business volumes, profit). Ensure that the account plan(s) reflect the global elements of the Client's business, as appropriate, and create a planning environment that involves cross team collaboration for execution as 'one Team'.

Apply Brand, Cross-IBM & Alliance Solution to Clients

Able to apply Brand business knowledge, selling themes, and capabilities to develop appropriate cross-brand and/or Alliance solutions that promote client success. Able to develop comprehensive industry-focused solutions that achieve client business agenda. Able to tailor discussions of solutions and benefits appropriately for different client executive audiences (e.g., CIO vs. CEO).

Lead Proposal Development

Leads proposal development efforts that identify solutions and develop supporting proposal materials for clients projects. Competes effectively leveraging IBM assets, breakthrough thinking and client insight.

Use Preferred Routes to Market

Use market channels to enhance the sale of offerings/solutions, ensuring maximum profitability for IBM. Evaluate core competencies and value-add and select channels' products/services/applications that complement IBM's offerings/solutions, and increase customer or market satisfaction and loyalty.

IBM is the fastest growing enterprise security business in the world - with $2B in revenue and outgrowing its competitors 3X. IBM Security is differentiating itself as the Security Intelligence leader - and is bringing Watson to the cybercrime battle to usher in a new era of cognitive security

Required Technical and Professional Expertise

  • At least 3 years' experience in Security Software sales

Preferred Tech and Prof Experience

  • At least 5 years' experience in Security Software Sales

  • Experience in Financial Services Security Software Sales strongly preferred

EO Statement

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.