IBM Security Solutions Sales Public Sector in Austin, Texas
IBM Security Solutions is looking to hire a Security Solutions Sales Representative to cover the Southeast territory. The Security Solutions Sales Representative will focus on the Healthcare and Life Sciences markets and will be responsible for understanding clients' needs in order to provide security solutions which will contribute to their success; As well as for customer satisfaction and the overall business relationship with IBM's clients and Business Partners.IBM is a leading edge Security Solutions provider and our portfolio of solutions is a leader among the industry in all key solution areas.This territory is concentrated in GA/FL. Candidates can live anywhere in this area. Preferred cities are Atlanta, GA or Tampa Florida.In this role you will:Implement Account/Territory PlanningDevelop 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'.Lead Proposal DevelopmentLeads proposal development efforts that identify solutions and develop supporting proposal materials for clients projects. Competes effectively leveraging IBM assets, breakthrough thinking and client insight.Sell Security Solutions PortfolioApply 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.Use Preferred Routes to MarketUse market channels appropriately 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. Includes the ability to: • Identify and articulate the value-add services required by those channels chosen to participate in the implementation of the business plan (i.e.: the channels' ability to address market opportunity and provide value-add services to the customer). • Understand channel operations including business strengths, value-add, developmental requirements, challenges, and profitability.Apply Knowledge of Healthcare and Life Sciences to Identify OpportunitiesApply Knowledge of Healthcare and Life Sciences segments including specific solutions, products, services, processes and technologies to identify opportunities.Manage Account Plan for Distribution MarketDevelop and Manage Account Plans for Healthcare and Life Sciences - Understand IBM's Healthcare and Life Sciences 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.
At least 5 years experience in Software sales
Knowledge of Security technologies and trends in any of the following: Healthcare, Life Sciences, or SLED
Must have proven track-record of effective account penetration, account development and account growth.
Team player with the ability to leverage & collaborate with the extended IBM team.
Strong contributor. Must have solid track record of consistently achieving/over-achieving quota targets.
Accurate forecasting skills and good command of marketplace.
Security SW Sales