Security Software Sales Rep- Midwest (Remote)
Location: Saint Paul
Posted on: May 13, 2022
At IBM, work is more than a job - it's a calling: To build. To
design. To code. To consult. To think along with clients and sell.
To make markets. To invent. To collaborate. Not just to do
something better, but to attempt things you've never thought
possible. Are you ready to lead in this new era of technology and
solve some of the world's most challenging problems? If so, lets
Your Role and Responsibilities
The Security Software Sales Representative is responsible for
selling IBM's security solutions to clients in the Midwest region
(KS, MO, NE, IA, MN . 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 negotiate with the highest levels of customer
management. The Security Portfolio Sales Representative anticipates
potential problems, is generally guided by business directives, and
has latitude to define priorities and resources for sales
opportunities. 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 Rep 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, its strategies and
its 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
Services teams, IBM Client teams, Deal-Makers, Business Partners,
and other IBMers 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 Leader 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.
- Actively engage with clients to develop the trust and
credibility to help them solve strategic and tactical business
problems with IBM's proven cognitive and cloud technology
- 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
- 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
- Work with the technical team to deliver effective POC's, POT's,
and support critical customer situations
- Manage your business using IBM's CRM platformPreference to hire
in one of the following US States MO, NE, KS, ND, SD, IA, MN, OK,
Required Technical and Professional Expertise
- At least 3 years sales experience with a background in security
intelligence and data privacy solutions and/or complex software
- Demonstrated ability to manage a territory as a franchise and
orchestrate a diversified set of resources
- Demonstrated ability to manage and negotiate complex sales
- Consistent track record of successful selling
- Demonstrated ability to develop strong client
- Ability to effectively present and articulate the benefits of
the solution as compared to the competition and relative to
- 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 up to 25-50% annually (regional travel)
- Work collaboratively in a team selling environment
Preferred Technical and Professional Expertise
- At least 5 years sales experience with a background in security
intelligence and data privacy solutions and/or complex software
- Bachelors Degree
About Business UnitIBM has a global presence, operating in more
than 175 countries with a broad-based geographic distribution of
revenue. The company's Global Markets organization is a strategic
sales business unit that manages IBM's global footprint, working
closely with dedicated country-based operating units to serve
clients locally. These country teams have client relationship
managers who lead integrated teams of consultants, solution
specialists and delivery professionals to enable clients' growth
and innovation. By complementing local expertise with global
experience and digital capabilities, IBM builds deep and
broad-based client relationships. This local management focus
fosters speed in supporting clients, addressing new markets and
making investments in emerging opportunities. Additionally, the
Global Markets organization serves clients with expertise in their
industry as well as through the products and services that IBM and
partners supply. IBM is also expanding its reach to new and
existing clients through digital marketplaces.
This job requires you to be fully COVID-19 vaccinated prior to your
start date, where legally permissible. Proof of vaccination status
will be required. If you are unable to be vaccinated due to
medical, pregnancy or religious reasons, we offer accommodations in
accordance with applicable law.
Your Life @ IBMAre you craving to learn more? Prepared to solve
some of the world's most unique challenges? And ready to shape the
future for millions of people? If so, then it's time to join us,
express your individuality, unleash your curiosity and discover new
Every IBMer, and potential ones like yourself, has a voice, carves
their own path, and uses their expertise to help co-create and add
to our story. Together, we have the power to make meaningful change
- to alter the fabric of our clients, of society and IBM itself, to
create a truly positive impact and make the world work better for
It's time to define your career.
About IBMIBM's greatest invention is the IBMer. We believe that
through the application of intelligence, reason and science, we can
improve business, society and the human condition, bringing the
power of an open hybrid cloud and AI strategy to life for our
clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the
largest corporate organizations in the world, we're also one of the
biggest technology and consulting employers, with many of the
Fortune 50 companies relying on the IBM Cloud to run their
At IBM, we pride ourselves on being an early adopter of artificial
intelligence, quantum computing and blockchain. Now it's time for
you to join us on our journey to being a responsible technology
innovator and a force for good in the world.
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
- 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
- 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.
We consider qualified applicants with criminal histories,
consistent with applicable law.
IBM will not be providing visa sponsorship for this position now or
in the future. Therefore, in order to be considered for this
position, you must have the ability to work without a need for
current or future visa sponsorship.
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.
Keywords: IBM, St. Paul , Security Software Sales Rep- Midwest (Remote), IT / Software / Systems , Saint Paul, Minnesota
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