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Job Details

Data Security Segment Sales

Company name
International Business Machines Corp. (IBM Corporation)

Philadelphia, PA

Apply for this job

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Data Security Segment Sales




Job #663997598

Job Description

Global Sales leadership role focused on assisting geography and market teams to improve win rates, pipeline, and time to value for clients. Responsible for engaging with market teams, partners, GSIs, services, and clients to improve overall sales execution, product revenue win rates, industry and segment relates use case strategies, build pipeline, enable and assist in the implementation of security solutions and expanding overall revenue in transactions. Working for IBM Security you’ll be dealing with delivering leading end-to-end security product solutions, teaming with market and services peers and with a leading and comprehensive portfolio of products and services that aims to provide and deliver a holistic approach for IBM Security. Optimize individual seller strategies/skills by helping target specific new logo accounts as well as SaaS up sell in established clients and top accounts. Drive health checks, deal clinics, opportunity workshops through all routes. Work to improve overall NPS with clients to maximize revenue opportunity and increase client satisfaction. Serve as SME for competitive positioning, case studies, and manage references. Exploit new routes like 3PM and Cloud SPs to grow across targeted market opportunities. Work with all routes to support skills development through engagement and enablement. Thought leadership to tune and streamline repetitive accelerators like demos, PoCs, PoTs, Events-in-a-box, and sales qualification methodologies. Collaborate with OM team on specialized sales responses for RFPs, unique sales scenarios, and best practice sales documentation. Produce video blogs on a regular basis to build a library of feature explanation and use case examples for sellers to a land and expand revenue strategies. This promises to be a dynamic role environment with innovative thinking at its core, supporting a broad range of industries, and client specific challenges at hand.

Working for IBM you’ll be dealing with end-to-end security, with an incredibly varied portfolio that aims to provide and deliver a holistic approach for Security Services. IBM Security has a global security team with over 8,000 professionals, and we’re expanding our global staff to meet the increase in demand we are seeing across all sectors of industry. It also has some world leading capability and services from the IBM Institute for Advanced Security and the X-Force team to leading products and services.

IBM Security is comprised of both product and services. This role will focus on leading products across Application, Identity and Access, Data Security, Cloud and Mobile. IBM is looking for experienced Security Architects to engage on a global basis to support a variety of exciting projects across all industry sectors.

At least 5 years of experience and strong history of success selling enterprise security solutions the security market. Readiness to travel up to 40% annually domestically and internationally.

Analyze IT security requirements of enterprise clients to propose a security solution. Understanding enterprise security policy and standards and how IBM solutions will meet the requirements. Present and articulate IBM Security value proposition and integrated use cases within IBM Security.

Work cohesively with market relationship and security sales leaders, sellers, and route partners in creating and progressing IBM Security results.

This position will be 30 to 40% travel requirement - based on scheduled activities

Principal Responsibilities:

Market Segment analysis

Identification of Sales execution strategies (plays) to meet market level gaps

Market driven product request for enhancement input representative of client / market feedback

Global segment pipeline management and strategy

Sales enabelment and assistance

Competitive positioning

Winning engagement strategies

Client Presentations

Support for deal quotes / pricing

Required Technical and Professional Expertise

7 Plus years of related experience

Expertise in understanding the GDPR regulation

Preferred Tech and Prof Experience

Security Architecture and Framework models (i.e. COBIT, ISO 27000, NIST 800, TOGAF, SABSA )

Design and implementation of Identity, Data, Applications and Cloud solutions

The ability to design security solutions inclusive of:

Data protection and encryption

Security in the Application Software Development Lifecycle

SAST and DAST technology

Identity and access management and governance

Single sign-on

An awareness of penetration testing methods and technologies

Cloud Security

Mobile security

The application of security architecture patterns

Security event monitoring

Risk assessment


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.

Updated 05/14/2018

Company info

International Business Machines Corp. (IBM Corporation)
Website :

Company Profile
International Business Machines Corporation provides information technology (IT) products and services worldwide. The company’s Global Technology Services segment provides IT infrastructure and business process services, including outsourcing, process, integrated technology, cloud, and technology support. Its Global Business Services segment offers consulting solutions for strategy and transformation, application innovation, enterprise applications, and smarter analytics; and application management, maintenance, and support services. International Business Machines Corporation’s Software segment offers middleware and operating systems software, such as WebSphere software to integrate and manage business processes; and information management software for database and enterprise content management, information integration, data governance, data warehousing and analytics, business analytics and intelligence, and predictive analytics. This segment also provides Tivoli software for cloud and datacenter management, enterprise endpoint and mobile device management, asset and facilities management, storage management, and security systems; Rational software that supports software development; and Mobile Software for platform and application development, mobile security, and mobile device management. The company’s Systems and Technology segment provides computing power and storage solutions; and semiconductor technology, products, and packaging solutions. Its Global Financing segment provides lease and loan financing to end users; commercial financing to dealers and remarketers of IT products; and remanufacturing and remarketing services for equipment. The company was formerly known as Computing-Tabulating-Recording Co. and changed its name to International Business Machines Corporation in 1924. International Business Machines Corporation was founded in 1910 and is headquartered in Armonk, New York.

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