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Security Solutions, Portfolio Sales Rep, Industrial Market (West)

  • Country:US
  • State:MULTIPLE
  • Category:Sales
  • Required Education:High School Diploma/GED
  • Position Type:Professional
  • Employment Type:Full-Time
  • Contract Type:Regular
  • Req ID:115678BR
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Job Description
IBM Security Solutions is looking to hire a Security Solutions Portfolio Sales Representative to cover the Industrial Market Sector
Manufacturing, Chemicals & Petroleum, and Electronics
for the West U.S. Region (multiple territories).

In this role you will:

Own, Manage, and Drive a Named-Account Territory:
You will have a list of accounts ranging from installed customers to zero IBM spend. You must build an overall territory plan as well as plan for each account to drive custom Security Solutions. This includes both short and long term strategies that drive the customer to an IBM Security portfolio of solutions. Develop white space analysis and competitive positioning for each account.

Build and Lead Relationships:
Understand and build key relationships in each account, and understand how they buy. This includes customer, prospect, and partner/channel groups as well as IBM relationships. You must possess a strong leadership style that allows you to lead even as you are part of a Team. Trust from colleagues and customers allows you to drive security solutions and navigate accounts unimpeded.

Sell Security Solutions Portfolio:
Apply in-depth knowledge of a client's strategy, business priorities, and initiatives to design a technically-feasible solution that provides business value and solves the client's problems. Incorporate knowledge of IBM's Business Infrastructure and ISV Solution portfolio, cross-brand sales and services, and business partners into solution design. The solution should encompass installation/implementation planning; solution performance, support and maintenance, and routes-to-market considerations.

Apply Business Knowledge and Security Sector Expertise:
Know the Industrial sector (Automotive, Oil & Gas, Electronics, et al.), and the key business challenges each Industry sector and customer faces. Use your strong knowledge of the IBM Security portfolio to build business-led solutions that match the client’s needs. Research and develop key security business conversations that allow you to build trust and confidence, which allows you to propose strong valuable business-lead solutions.

Apply Time Management:
MUST BE ABLE TO CONCENTRATE ON REVENUE-GENERATING EVENTS. As a seller, you will be inundated with requests and calls. You must be able to navigate IBM-internal and -external distractions to drive territory growth and revenue. You must be able to balance prospecting, lead development and quarterly close plans, ensuring there is always a strong pipeline and opportunity.

Apply Accurate Forecast Control:
Use strong qualification skills to understand where to concentrate, and how to navigate, the territory. Must be able to accurately understand where an opportunity is in the sales cycle and forecast appropriately. Work with your team to understand deal timing, decision criteria, key stakeholders and budget requirements for closure. Navigate quarterly close criteria, and accurately represent size and scope for each opportunity.

Key Skills:
  • Complete understanding of Security Technologies stack and the trends that affect the sector
  • Ability to penetrate, develop, and build long-term customer relationships
  • Must be able to run multiple sales cycles at once, driving opportunities through the sales funnel to closure
  • Must be a sales leader who can be a team-player; the ability to leverage and collaborate with the extended team
  • Strong contributor. Must have a solid track-record of consistently (over-)achieving quota targets.
  • Accurate forecasting skills and good command of the Industrial marketplace.

Required Technical and Professional Expertise

  • At least 3 years' experience in Security Software Sales

Preferred Tech and Prof Experience

  • At least 5 years' experience in Security Software Sales
  • Experience selling into the Industrial Market
  • Passionate about Security technologies and trends in the Industrial Sector

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.

Preferred Education: Bachelor's Degree Commissionable: Yes
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