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IBM Security Sales Enablement Leader - Guardium Data Security in Markham, Ontario


As a Strategy Consultant at IBM, you will help reinvent businesses and industries by developing and utilizing specialized knowledge of industry-specific and cross-industry competitive strategies. You'll manage complex components of an engagement, working closely with clients and their customers to understand their pain points. Your strategic recommendations will drive change in a digitally-enabled era and give you the opportunity to collaborate with highly talented IBMers. Are you ready?

Your Role and Responsibilities

Sales Enablement professionals empower IBM sellers and partners with information, techniques and assets to optimize every buyer interaction in order to build relationships, pipeline, progress opportunities and close deals. The Sales Enablement professional drives outcomes in three specific areas:

Sales Assets: Help sellers recognize opportunity, increase pipeline and close deals faster by providing them with relevant content, tools, methods and access to experts and expertise, in the right format at the right time. This is accomplished through identifying, curating and delivering relevant and quality content (e.g. offering/solution features and roadmaps, relevant industry/market context, compelling value propositions and competitive positioning). As you create or work with other content creators - you will strive to adhere to standards, keep content current and identify areas for content improvement.

Learning Experiences: Support sellers' efforts to build and nurture relationships and win business by improving the seller's ability to deeply understand client needs, envision how IBM can help address those needs, and confidently convey IBM's strategic initiatives, specific offerings, expertise, value and differentiation. Enable this through timely knowledge, skills transfer and effective activation methods (e.g. digital tools, programs, online learning, coaching, applied experiences). Continuously explore and deploy new enablement methods to increase seller effectiveness.

Show Me vs. Tell Me: Help to drive a 'show me' culture by providing our sellers with hands-on assets that support the business value narrative. Most predominantly this will be demo assets to accompany the sales assets and the learning plans. In this role you will either create or work with creators to ensure the demo aligns to the focus on the value narrative used in the sales assets.

Specific Responsibilities include:

  • Research, plan, develop and deliver IBM Security Guardium Data Security online learning roadmaps for IBM Security Sellers and Business Partners.

  • Research, plan, develop and deliver virtual and live education sessions for IBM Security sellers and Business Partners.

  • Create quality, high impact learning assets in collaboration with Security SW and Services Product Management, Product Marketing, Development, Learning & Development, and other teams to obtain required content or information for content.

  • Create demos and/or related assets such as scripts and video guides to facilitate applied, hands-on learning experiences and re-usable sales assets to help sellers 'show don't tell.'

  • Be an independent self-starter with the ability to think creatively and collaborate effectively and overcome obstacles to meet deliverables with minimum oversight and direction.

  • Maintain current understanding of the latest technology and enablement best practices and continually update and improve learning materials.

  • Design and execute process of rationalizing, mapping, tagging and maintaining all sales content and deliver assets in a way that is governed, consistent and measurable using the right technology.

  • Analyze asset usage, feedback and impact to redefine requirements and drive continuous improvement.

Required Technical and Professional Expertise

  • Security domain expertise. Requires familiarity with the IBM Security portfolio, ideally including knowledge of the Digital Trust domain and Guardium product family and offerings.

  • Familiarity with Security Sales Specialists' responsibilities and sales process/sales stages including: 'outside in' client first approach to engaging in client conversations, identifying client pain points and business needs, storytelling, opportunity identification and qualification, deal progression, objection handling, competitive strategy, and deal close.

  • Excellent written and verbal communications skills, expert in MS PowerPoint in creating enablement presentations.

  • Story Development - Craft compelling narrative architectures that engage clients on their business needs, use insights to position IBM solutions, and lead clients to action-forming the core message to be applied across multiple assets.

  • Sales Asset Creation - Create assets that support sales campaigns and go-to-market strategies, in formats that enable great client experiences.

  • Sales Asset Management - Ensure the most impactful content is accessible to sellers by applying an understanding of asset quality, tagging standards, and usage of content management systems.

  • Content Optimization - Use data to analyze, test, and optimize content components inclusive of messaging, format.

  • Content Design - Design and create powerful ways to bring narratives to life

  • 3+ years of previous sales enablement experience, sales experience, and/or other Security experience, ie: development or services role.

  • Knowledge of video editing tool (like Camtasia).

Preferred Technical and Professional Expertise


Must have the ability to work in Canada without sponsorship.

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.

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 StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.

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.