JPC is looking for a Security Software Account Executive that will be responsible for selling IBM’s security solutions to clients in the Northeast region. This individual will focus on the complete IBM Security software portfolio. In addition, this individual will also focus on competitive take-outs, expansion scenarios with existing IBM Security clients, and pipeline-generating efforts to meet sales objectives within the assigned territory.
This professional leads multi-functional teams covering large, complex opportunities and negotiates with the highest levels of customer management. The Security Software Sales Representative anticipates potential problems, is generally guided by business directives, and has the latitude to define priorities and resources for sales opportunities. This position maintains expert skills in engaging and closing sales opportunities, including in-depth financial acquisition skills. Demonstrates required proficiency levels for technical and sales skills, as defined for this position.
The Security Software Sales Representative maintains expert knowledge of the management and/or sales processes, techniques, and tools associated with the specialty offerings and guides others in their use. Examples of these techniques and tools include, but are not limited to, opportunity/territory management, cost justification, acquisition management, and channel management processes. Demonstrates expert knowledge of competition, strategies, and products/services. Effectively differentiates IBM offerings from competitive alternatives and creates customer preference for IBM offerings on that differentiation.
The successful candidate will work closely with IBM Security teams, IBM Client teams, Dealmakers, and the Cyber Security team to lead in the identification and progression of opportunities that are tailored to a client’s business needs in a way that is valued by the client and superior to the competition. The Security Software Sales Representative will collaborate with the client teams, other security sellers, other brand sellers, business partners, technical sales, services, marketing, and offering management teams on territory/pipeline management, opportunity identification, analyzing clients’ IT security requirements, position the appropriate IBM technology, lead PoC’s, demonstrations, client workshops and presentations, quotes/pricing, and other proposal development activities.
Responsibilities:

Actively engage with clients to develop the trust and credibility to help them solve strategic and tactical business problems with IBM’s proven security solutions
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
Be the lead seller to identify and progress opportunities in your defined territory
Build and maintain an opportunity pipeline to meet and exceed monthly/quarterly quota targets for your territory
Effectively engage IBM’s resources to progress and close business and deliver a successful customer experience
Be conversant in our solutions and articulate the differentiated value of IBM Security solutions compared to competitors in the market
Deliver high-level feature / benefit executive presentations
Drive the proposal production process
Participate in marketing and event planning activities within the market and your specific territory
Effectively communicate with the internal security specialty leaders and provide feedback from the field in support of business opportunity
Work with the technical team to deliver effective POC’s, POT’s, and support critical customer situations
Develop services opportunities through relationship development and a strong understanding of the engineering skillsets of the services team
Manage your business using IBM’s CRM platform

Required Professional and Technical Expertise:

At least 5 years of sales experience with a background in security intelligence and data privacy solutions and/or complex software solutions
Demonstrated ability to manage a territory as a franchise and orchestrate a diversified set of resources
Demonstrated ability to manage and negotiate complex sales opportunities
Consistent track record of successful selling
Demonstrated ability to develop strong client relationships
Ability to effectively present and articulate the benefits of the solution as compared to the competition and relative to customer requirements
Process-oriented and able to use an industry-recognized sales methodology for opportunity engagements
Understand common security needs, challenges, and terminology and be able to articulate how technology can address/impact these at an executive level
Ability to travel 25-50% annually
Work collaboratively in a team-selling environment

Preferred Professional and Technical Expertise:

At least 7-10+ years of sales experience with a background in security intelligence and data privacy solutions and/or complex software solutions

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