Security Client Executive Security Client Executive …

in Melbourne, Victoria, Australia
Permanent, Full time
Be the first to apply
in Melbourne, Victoria, Australia
Permanent, Full time
Be the first to apply
Security Client Executive

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities

Your Role and Responsibilities
The IBM Security Client Executive (SCE) is a core sales role in our security business unit, focused on positioning our end-to-end security portfolio, in a way that addresses our client's objectives and needs. Our business is growing, and we currently have a new role for an SCE Services based in Melbourne or Sydney.
The SCE Services role within IBM Security is responsible for selling various Security solutions within the IBM Security services portfolio, specifically targeting a range of clients across industry. You will promote and sell security services solutions, which can range from strategic focus offerings, to more complex and customised solutions that bring in technology partners and consulting. At a minimum you are comfortable engaging in and selling security solutions that encompass; integrated solutions, consulting, managed security and operations. You should also be versed in financial analysis and cost benefit discussions. Our solutions encompass the full end to end capability that clients need to manage their cyber security risks and compliance requirements, including but not limited to network, endpoint, threat management, cloud, identity and data security solutions.
As an experienced sales professional, you are comfortable growing your pipeline by prospecting through campaigns, partners and engaging in other activities to identify new clients. This includes working with other IBM sellers, business partners, and IBM Security global to create a compelling solution for the client need. To achieve this, you must have the ability to maintain a sharp focus of your full client portfolio needs, through understanding of cyber security trends, client business processes, client financial measurements and performance indicators to manage and meet quarterly and annual sales quotas. An outstanding ability to understand business problems and articulate a corresponding solution based on IBM services methods
The SCE Services will lead sales pursuits together with a team of IBM Security technical pre-sales engineers, architects and consultants. They do this while applying IBM Security strategies and offerings, to ensure world-class design and delivery. Success in this role will be ensuring you can build a strong pipeline of opportunities (up to at least 12 months), across our existing and target accounts and being able to balance multiple opportunities and priorities. Additionally, you will need to be adept at working in and even leading cross functional teams across IBM Security, our partners, and other IBM business units.
This professional is comfortable working individually but understands and can leverage the power of teaming. They will participate in, or even lead, multi-functional teams covering large, complex opportunities, and negotiating with the highest levels of customer management. The SCE Services anticipates potential problems, finds solutions to solve them, is guided by business directives, and has latitude to define priorities and resources for sales opportunities. The have and maintain expert skills in engaging in complex negotiations, and closing sales opportunities, using all the tools and support provided. The have expert technical sales knowledge of specialty offerings and will acquire a breadth of knowledge in disciplines across other IBM specialties and IBM Business Partner offerings.
At the core of all this is a professional with strong foundational sales disciplines and focus. Someone who can identify client need from potentially disparate sources and can build and balance a pipeline of opportunities across volume, size and velocity.

Role and Responsibilities:
  • Drive Security solution sales across assigned territory
  • Territory planning and growth strategies
  • Maintain deep security solution knowledge, applied to industry specific use cases
  • Understand competition and develop appropriate sales strategy,
  • Apply sales skills to engage and close opportunities with key decision makers,
  • Consistently exceed quarterly revenue goals while developing a robust sales pipeline
  • Develop and execute against territory and account plans, and development of deal-winning strategies and tactics
  • Develop strong, productive relationships across peer organization that further our business objectives
  • Work with our ecosystem of partners to complement IBM security solutions
  • Drive the "team" approach to selling through involvement of Solution designers, tech sales, partners, and prospects with pricing and configurations to meet their needs as required
  • Work closely with extended sales teams, including, but not limited to Client Executives, Technical Pre-sales, Delivery Managers, Services Managers, Business Development, and Marketing
  • Engage closely with various IBM organizations to drive an integrated go-to-market strategy
  • Fluency in positioning, articulating and presenting the broader IBM story and value proposition as well as IBM Security's
  • Evangelizing and differentiating IBM Security in competitive selling environments
Required Technical and Professional Expertise
  • English Fluent (Verbal and Written)
  • 3-5+ years of security services sales experience (project based and managed services)
  • Proven sales experience and success in the development and closing security services opportunities -Includes opportunity identification, qualification, developing value proposition and contract closing
  • Proven client relationship management experience and success - up to C level executives
  • Ability to work with clients on strategic business initiatives delivering IT value
  • Knowledge of managed security services and security consulting in A/NZ
  • Sound financial analysis and modeling skills
  • Strong negotiating skills with excellent communications skills
  • Superior time management skills
  • Ability to move sales process forward by identifying and navigating issues
  • Unshakeable sales discipline and focus
  • Strong leadership and team building skills
Preferred Technical and Professional Experience, but not essential
  • CISSP certification
  • NV1 Clearance

Required Technical and Professional Expertise

Same as above

Preferred Technical and Professional Expertise

Same as above

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