IBM Z Security Software Sales Specialist in Phoenix, Arizona

Job Description

Z Security Software Sales Specialist

The Z Security Software Sales Specialist is responsible for the overall sales strategy that drives closure of Z Security Software for IBM's client base. Executive communication and coordination is critical to the success of our engagements. The Z Security Software Sales Specialist will lead the development of Z Security opportunity win plans, including leveraging IBM senior executives, technical resources and the broader IBM team to progress and close Z Security Software opportunities.

The Z Security Software Sales Specialist must be comfortable developing materials and presenting to senior executives, which may include the CIO, CISO and senior level IT and business executives. They are required to have a demonstrated understanding of the client's business, goals, strategies as well as industry trends and directions.

Environment:

Develop an in-depth working knowledge of the client and an ability to market IBM Z Security solutions, products and software that are specific to the vertical and/or industry the client is in. Understand the competitive landscape. Understand the framework within which an industry operates and the underlying competitive strategies.

Communication/Negotiation:

  • Leads the business pipeline development for ZSecurity software in an assigned territory.

  • Hunter mentality and approach to prospecting; including direct account/contact communication, community networking, partner channels, and the broader IBM ecosystem.

  • Responsible for the development of deliverables, such as client proposal and presentations and as required, contract negotiation.

  • Drives and manages an effective partnership with clients through contact with executive management and individuals that influence executive team.

Problem Solving:

  • Makes decisions based on scope of the deal and possible trade-offs to best meet client's objectives within the limits necessary to win the contract.

  • Applies creativity and judgment in developmental work on opportunities or other projects within the business environment.

Impact on Business/Scope:

  • Accountable for business unit and specific personal objectives, including revenue and assigned quota.

  • Develops the tactics that will win the business, including teaming and competitive strategies.

  • Manages to a high level of customer satisfaction. Designs and implements plans to increase customer satisfaction.

  • Has overall responsibility for business/pipeline development and quota attainment.

ZTBA2018

Required Technical and Professional Expertise

  • At least 5 years of experience in security software sales selling to Fortune 500 customers.

  • Passionate about enterprise computing and security technologies and possesses a keen knowledge of the needs for clients across industry verticals. .

Preferred Tech and Prof Experience

  • Familiarity with System Z hardware and software

  • 10+ Years selling software security

  • Security Solutioning

  • Demonstrated success selling into multiple markets and/or verticals.

EO Statement

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, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.