IBM Security Portfolio Software Sales Representative – DoD & Intelligence in Los Angeles, California

Job Description

IBM is currently hiring an Enterprise Security Portfolio Software Sales Representative in the Federal Market place to join a dedicated team of salespeople collectively targeting Defensive Cyber Operations, DoDIN Operations, and Security Management.

Responsibilities:

  • Generate opportunities for IBM Security through strong relationship building skills via any means possible (i.e., networking, cold-calling, campaign follow up etc.)

  • Collaborate across the IBM Security Sales Team and respective Client Teams to identify, qualify and close new business sales opportunities for predefined accounts while always leading with a consultative sales approach.

  • Own and manage the client relationship throughout the complete sales cycle. Actively lead customer issue resolution to ensure satisfaction and a sales success.

  • Establish trusted relationships and leverage technical resources to influence the sales cycle.

  • Prepare written responses to account solicitations.

  • Collaborate routinely with senior management to portray IBM Security Portfolio’s expertise and assist the larger team to achieve all enterprise security strategy objectives.

  • Exhibit acute attention to detail in order to continuously coordinate and deliver accurate and quality sales information. Track and forecast revenue sales information in line with company format and procedures.

Attributes:

  • Ability to build and maintain relationships with all levels across the organization

  • Time management sales skills; building pipeline, territory growth, track and forecast revenue.

  • Demonstrated leadership skills - effective listener and communicator

  • Ability to work in complex, matrix managed organizational environment

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Required Technical and Professional Expertise

  • Minimum 5 years’ experience of software sales into the Federal Government or Systems Integrators.

  • Minimum 5 years’ selling cyber security software into the Federal Government or Systems Integrators.

  • Demonstrated experience and existing network working with Federal Government CISOs and other FSI/FED C level executives.

  • Proven knowledge and understanding on how to sell multi-product software & appliance/hardware solutions.

  • Knowledge of Federal industry software standards and Federal standards organizations including but not limited to NIST, CCRI, APL, etc.

  • Proven success negotiating multi-million dollar contracts.

  • Consistent achievement of quota.

  • Proven track record working with channel and technology partners to build strategic and cooperative sales campaigns together.

  • Highly developed business development, negotiation skills and ability to influence contract content.

  • Flexibility and desire to take on additional responsibilities

Preferred Tech and Prof Experience

  • Security industry product and application knowledge.

  • Active Top-Secret Clearance with access to sensitive compartmented information and a full scope polygraph or,

  • Active Top-Secret Clearance with access to sensitive compartmented information and a counter intelligence polygraph.

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.