IBM Security Solutions is looking to hire a Security Solution Sales Specialist - Security Operations & Response to cover the Industrial Market Sector: Manufacturing, Chemicals & Petroleum, and Electronics in the DC, Virginia and Maryland territory. Preferred cities are Washington DC, Baltimore or Richmond.
IBM Security Operations and Response offers the industry's first end-to-end platform to orchestrate rapid and automated response to incidents that occur. Advanced analytics and cognitive capabilities help defend against advanced threats throughout the entire attack lifecycle by hunting for threats; prioritizing vulnerabilities to stop attacks; and responding quickly and comprehensively to indicators of compromise.
In this role you will:
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'.
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.
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.
Use Preferred Routes to Market
Use 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.
Manage Account Plan for Industrial Market Sector
Develop and Manage Account Plans for companies in the Industrial Market Sector. Understand IBM's Industrial Market Sector 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.
A little about us:
IBM is the world’s largest information technology company with more than 360,000 employees serving clients in 170 countries.