Thursday, December 1, 2011

Specialty Software Sales Rep - Security Products Vacancy | IBM Careers



Specialty Software Sales Rep - Security Products

Job ID S_D-0444338
Job type Full-time Regular
Work country Multiple (AO, EG, KE, NG, ZA, TZ, AE)
Posted 07-Nov-2011
Work city - Any
Job area Sales
Travel 50% travel annually
Job category Sales
Business unit Software Sales
Job role Industry Solution Representative
Job role skillset General
Commissionable/Sales-Incentive jobs only Yes

Job description
The Specialty Software Sales Rep is responsible for developing Brand/product specific
solutions that address your client’s business needs (both industry and
business) and deliver client value while supporting brand-specific business
strategies. You will work to create solutions which are tailored to client’s
business needs and integrate the IBM/brand capabilities in a way that is
valued by the customer and superior to the competition. In this role, it is
essential that you are able to apply industry-specific knowledge and
experience to bring new business and technology insights to assigned clients.

Successful candidates will be responsible for all aspects of selling IBM Security
products - including Q1 Labs products after closing of the planned acquisition -
including territory / pipeline management, opportunity identification,
analyzing IT security requirements of enterprise clients, selecting appropriate
IBM solutions, leading PoCs, demonstrations, client workshops and
presentations, quotes / pricing, and other proposal development activities.

Successful candidates will:
• Demonstrate understanding of client requirements regarding enterprise
security controls, policies and related technologies, and how IBM solutions can
meet these requirements.
• Be able to recognize compelling reasons for clients and prospects to act upon
these requirements, and in turn be able to communicate how to persuasively
articulate how comprehensive IBM security solution(s) can best meet these
requirements.
• Demonstrate knowledge of enterprise client budgeting and purchasing
processes, typical recommender and decision maker roles involved, and how to
progress security opportunities from opportunity identification to closure.
• Be capable of presenting and articulating the differentiated value of IBM
Security solutions compared to competitors in the market.
• Have experience successfully leading sales teams in complex, competitive
sales situations, including PoCs and extensive demonstrations.
• Understand, and be able to articulate to clients, deployment processes and
best practices to lower deployment risk and accelerate time to value.
• Show evidence of working cohesively with channel partners to develop
customer relationships and ensure clients are provided with the best available
IBM solutions.

Required
High School Diploma/GED
At least 5 years experience in selling enterprise solutions in the Security market with strong history of success
Basic knowledge in world wide, regional and local regulatory compliance mandates
English: Fluent

Preferred
Bachelor's Degree
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, national origin, genetics, disability, age, or veteran status.

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