IBM is a leading provider of enterprise security solutions. Named by industry analysts as a leader in 12 security market segment categories, IBM Security is a multi-billion dollar business that is rapidly growing. In an industry focused on building walls, IBM Security is focused on creating an open, connected security ecosystem that leverages AI and cloud to help clients improve compliance, stop threats, and grow their business securely.
The IBM Security Team is looking for a Security Sales Specialist to focus on the Federal Market (Civilian Agencies).
Your Role and Responsibilities
IBM is currently hiring a Security Portfolio Software Sales Representative in the Federal Market to join a dedicated team selling cybersecurity solutions into the Civilian Federal agencies. US Government and Federal Systems Integrators.
Generate opportunities for IBM Security through strong relationship building skills (i.e., networking, cold-calling, campaign follow up, virtual networking, etc.)
Collaborate across the IBM Security teams 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 solicitations from clients (Tech Briefs, RFI, RFP, RFQ, OTA's).
Collaborate routinely with senior management within assigned agencies to portray IBM Security Portfolio's expertise and assist the larger team to achieve all enterprise security strategy objectives.
Exhibit acute attention to detail to continuously coordinate and deliver accurate and quality sales information.
Track and forecast revenue sales information in line with company format and procedures.
IBMers in Brand Sales have deep brand expertise and an in-depth knowledge of the competitive landscape. Important to these roles is industry aptitude, the ability to integrate solution components into a client-valued solution, and the talent to successfully sell face to face as well as virtually. Sellers in these roles work together to ensure proper client coverage and mutual success.
Required Technical and Professional Expertise
2+ years' experience selling Security Solutions (Ex: IDS/IPS, SIEM, Endpoint Management, Compliance, Application Security, Encryption, Identify/Access Management, Authentication, etc.)
3+ years' experience of enterprise software sales into the Federal Government
Proven knowledge and understanding on how to sell multi-product software & appliance/hardware solutions
Knowledge of software certifications standards and Federal certification organizations including but not limited to NIST, FEDRAMP, NIAP/CC, etc.
Preferred Technical and Professional Expertise
Proven track record working with channel and technology partners to build strategic and cooperative sales campaigns together
History of coordination within an internal set of multi-functional teams such as Sales Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas as achieved and exceeded
Highly developed business development, negotiation skills and ability to influence contract content
Security clearances are a plus
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.
This job requires you to be fully COVID-19 vaccinated prior to your start date, where legally permissible. Proof of vaccination status will be required. If you are unable to be vaccinated due to medical, pregnancy or religious reasons, we offer accommodations in accordance with applicable law.
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 offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:
*12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
*World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
*Well-being programs to support mental and physical health.
*Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
*Select educational reimbursement opportunities.
*Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
*Giving and volunteer programs to benefit charitable organizations and local communities.
*Discounts on retail products, services, and experiences.
This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.
We consider qualified applicants with criminal histories, consistent with applicable law.
US Citizenship required.
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.