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Your Role and Responsibilities
This vital role is responsible for leading the sales of Security Services solutions to clients within a dedicated sales territory, on a limited focussed list of high potential accounts for Secure Access Services Edge (SASE) Security, as part of the Cloud Security Services portfolio. This will include consulting services, managed services and software integration activity. The role encompasses two broad elements.
Leading deals from the point they are qualified as worthy of investment by IBM through to contract signature into delivery as a focal commercial contact in the governance of our projects.
Identifying and developing new opportunities from both new and existing clients.
The role requires knowledge and understanding of client business and technical challenges and being able to build strong relationships with clients to propose solutions and bring deals to contract closure.
Work with global solutions teams and across local geographies to provide content to drive deals that relate to Cloud/SASE security transformation from Design, Build and Operate phases
Provide demonstration of IBM credentials in Cloud/SASE security. Work closely with the global and local solution design teams in developing client presentations and SOWs
Drive the Cloud/SASE offering and be a focal point for sellers to help understand existing capabilities, offerings, client references and experiences
Able to work with the offering and Go-to-market leaders in developing and tailoring Cloud/SASE centric proposition to the markets
Become a recognized thought leader in Cloud/SASE security transformation, utilizing conferences, white papers, client presentations to build awareness of IBM credentials
Be accountable for driving signings in to the geos
The BDE role is primary a customer facing role and often involves unsolicited executive calling
Develops executive level, visionary business value propositions encompassing all lines of business
Proactively screens the market and identifies potential large services/solution opportunities
Develops senior management and executive contacts in client organizations
Work with executive leaderships in IBM Global Business Services (GBS) and Global Technology Services (GTS)/Kyndryl to identify, develop and nurture security opportunities.
Identifies the clients' critical success factors and potential IBM engagement risks
Recommends opportunities to engage, disqualify, or refer
Articulate compelling value propositions consistent with the client's critical success factors
Obtains broad-based client sponsorship for the engagement, and leads the engagement kick-off meeting and completes the handover
Works closely with the geo alliances team to manage third party SASE partner relationships, focused on net new pipeline generation
Leading cross functional engagement teams on specific opportunities;
being responsible for the commercial and technical solution and value proposition;
Selling the value of Cloud/SASE security services solutions as well as third party solutions to prospective clients;
Preparing client proposals and responding to RFPs
Preparing and negotiating contracts to closure (in instances where a Client Services Executive is not available)
Teams closely with IBM S&D and other services LoB's to identify and develop opportunities
Review and manage Cloud/SASE security opportunity pipeline across IBM Security services and software.
The Business Development Executive should exhibit exceptional business insight and executive level presence across all lines of a customer's business. The BDE must be able to demonstrate deep understanding of the customer's business, organization, culture, pain points, and compelling reasons to act. The BDE should be able to create, articulate, and sell an innovative business vision and value proposition. They should use the full capabilities of the IBM Corporation, so that customer executives clearly grasp the short and long-term business and financial value of a relationship with IBM.
Strong networking skills will be crucial as you will be required to work with different parts of IBM throughout the lifecycle of a deal. This will include the IBM client teams in the identification and qualification of opportunities, through to leading bid teams made up of legal, technical, commercial and risk personnel as you work through to closure. For some opportunities where it is a multi-brand deal you will be required to work closely with the sales leads for those brands, in some cases leading the deal for IBM and in others supporting where we are dependent on another part of IBM for success.
The individual selected for this role can be located in any European country.
Required Technical and Professional Expertise
You will have a demonstrable track record of sales leadership and a successful track record of leading teams in the pursuit of large ( $1m) hybrid and multi-cloud security transformational opportunities is essential. Security services and networking knowledge applicable to multi and hybrid cloud will be a significant benefit.
In addition to strong leadership qualities, the BDE should also have the following distinguishing attributes:
Creativity and out-side-of-the-box thinking
Passion for and knowledge of Security marketplace and IBM Immune System
High School Diploma/GED
Executive presence: Acquired
Business acumen through personal experience: Acquired
Strategic thinking / visionary : Acquired
Master 2 other European languages: French, Spanish, German
Preferred Technical and Professional Expertise
About Business UnitIBM's Cloud and Cognitive software business is committed to bringing the power of IBM's Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments-with complete software solutions for business and IT operations, development, data science, security, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.
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 possibilities.
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 everyone.
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 business. 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 wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.
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.