IBM Security Services ISR, Midwest Region in Austin, Texas
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Your Role and Responsibilities
The Security Services ISR (Services Representative), manages a territory that includes named accounts and a geographic region in the US Financial Services Sector (Banking, Insurance and Capital Markets). http://www-935.ibm.com/services/us/en/it-services/security-services/ Primary responsibilities include identification and ownership of new opportunities, go-to-market strategy including business partners, customer satisfaction, and financial performance across the territory. The Sales Representative must leverage established account relationships of the extended IBM sales teams in the FSS Market, along with other opportunity identification channels, to drive Security Services solution sales.
This role is based in the Northeast, and preferred candidates will reside in either the Boston, New York or Philadelphia metropolitan areas and be able to travel throughout the region.
Ideal candidates will have a demonstrated security background and experience in managing a broad geographic and diverse matrix teams. This position is the focal for all Security Services offerings, so general industry knowledge is essential. As this is a role focused on our Financial Services customers its is critical to have knowledge of the specific nuances distinguishing this community and their business, risk, compliance and other unique requirements.
The main focus of this role is Opportunity Identification and Opportunity Ownership. The candidate must have the ability to develop security pursuit strategies in key accounts and support new business opportunities which include defining sales opportunities, determining engagement scope & cost projections, formulating potential security solutions based on client requirements, and functioning as the Security Sales Subject Matter Expert (SME) across the assigned territory. Candidate should demonstrate the use of consultative sales techniques to develop and broaden sales opportunities throughout the territory. Given the dynamic nature of the security market, it is critical that candidates are self-motivated and highly organized to be successful.
Manage the IBM Security Services portfolio business development and sales activity in named Accounts ('Cluster') and FSS accounts in the geography
Manage Security Services Signings, Revenue and Profit objective attainment for an assigned territory
Executive and Client presentation development
Interlock with Security Services Technical and Delivery teams to drive Qualified Opportunities' to Close
Interlock with Security Brand and Go to Market Teams in the Financial Services Sector on Account planning and Business Development
Tracking and completion of post-signature IBM Contract registration processes.
We are looking for an ISR to support IBM Security Services, in the US Midwest Region .
Required Technical and Professional Expertise
At least 3 years of experience in financial services (technical or business)
At least 1 year experience in consultative sales techniques
Strong communication skills: Senior executive level presence and presentation skills in both written and verbal communications
Demonstrable ability to build IBM relationships, become a trusted advisor and influence for positive outcomes
Strong analytical skills and ability to translate data into client solutions & actions.
Candidate must be self-starter, well organized and strong team player.
Preferred Technical and Professional Expertise
At least 5 years of experience in services sales, with 3 years in security
At least 5 years of experience in consultative sales techniques
At least 5 years of experience in demonstrated success closing large deals
Familiarity with the IBM Security Division products, services and Executive Management Team [i] Previous experience in a Cyber Security product or services sales, technical sales or account management.
Candidate must be able to display leadership and territory management skills in the Financial Services Market.
About Business UnitIBM's Cloud and Cognitive software business is committed to bringing the power of IBM's Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments-with complete software solutions for business and IT operations, development, data science, security, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.
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About IBMIBM's greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:
*12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
*World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
*Well-being programs to support mental and physical health.
*Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
*Select educational reimbursement opportunities.
*Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
*Giving and volunteer programs to benefit charitable organizations and local communities.
*Discounts on retail products, services, and experiences.
This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.
We consider qualified applicants with criminal histories, consistent with applicable law.
US Citizenship required.
Being You @ IBMIBM 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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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