Identity and Access Management North American Brand Sales Specialist

Job description

Identity and Access Management North American Brand Sales Specialist

As a Security Sales Segment Leader for IBM's Identity & Access Management portfolio, you will be a key member of the IAM sales center of expertise and will be responsible for revenue goals in key markets across North America. The successful candidate will work closely with IBM Client teams and Security Portfolio sellers to lead & assist in identifying and progressing opportunities for Identity and Access solutions that are tailored to a client's business needs in a way that is valued by the customer and superior to the competition. In this role you will collaborate with field sales, development, product offering, marketing, technical sales and professional teams.

You will be responsible for ensuring win plans and incremental milestones are met in a timely and successful manner for active opportunities. You will track, manage and be lead facilitator, proactively engaging all key stakeholders as required to progress the opportunity. You will provide SME level leadership to the sales teams by resolving issues, providing guidance and best practices, as well as removing roadblocks which could keep the opportunity from closing due to functional or technical issues.

You will also be responsible for driving enablement programs to support and mentor the extended sales team. It will be critical to leverage competitive strategies, sales plays, pricing, subject matter expertise as well as engage partners, to penetrate competitive environments and win new customers.

Required Skills:
·  A strong desire and demonstrated capabilities to be a key leader within the IBM Security organization.
·  Expertise in primary IAM domains - Identity Governance, Single Sign-on, Multi-Factor Authentication & Privileged Identity Management.
·  Understanding and ability to articulate the benefits of various deployment models such as SaaS, private cloud, on-premises, etc.
·  Demonstrated ability to deliver value and develop positive customer relationships.
·  Strong project management skills to manage multiple deals across the assigned region.
·  Strong team player and ability to collaborate with extended teams within IBM and with our partners.
·  Advanced sales skills with ability to manage complex deal structures & negotiations
·  Strong communication and presentation skills.
·  Ability to conduct enablement and implement sales plays. Preferred Skills:
·  General security domain knowledge and ability to communicate value of IAM as part of IBM's security immune system.
·  Knowledge of regulatory requirements and industry trends.
·  Advanced sales skills with ability to manage complex deal structures & negotiations

Auto req ID

177291BR
Required Education

None
Role ( Job Role )

Global Sales Quota Professional
State / Province

WASHINGTON
Primary job category

Enterprise Operations
Company

(0147) International Business Machines Corporation
Contract type

Regular
Employment Type

Full-Time
Is this role a commissionable/sales incentive based position?

Yes
Travel Required

Up to 50% or 3 days a week (home on weekends - based on project requirements)
IBM Business Group

GLMKT
Preferred Education

Bachelor's Degree
City / Township / Village

SEATTLE
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.
Required Technical and Professional Expertise

·  A strong desire and demonstrated capabilities to be a key leader within the IBM Security organization.
·  Expertise in primary IAM domains - Identity Governance, Single Sign-on, Multi-Factor Authentication & Privileged Identity Management.
·  Understanding and ability to articulate the benefits of various deployment models such as SaaS, private cloud, on-premises, etc.
·  Demonstrated ability to deliver value and develop positive customer relationships.
·  Strong project management skills to manage multiple deals across the assigned region.
·  Strong team player and ability to collaborate with extended teams within IBM and with our partners.
·  Advanced sales skills with ability to manage complex deal structures & negotiations
·  Strong communication and presentation skills.
·  Ability to conduct enablement and implement sales plays.
Country/Region

United States
Preferred Technical and Professional Experience

·  General security domain knowledge and ability to communicate value of IAM as part of IBM's security immune system.
·  Knowledge of regulatory requirements and industry trends.
·  Advanced sales skills with ability to manage complex deal structures & negotiations
Secondary Job Category

Sales Support
Eligibility Requirements

-Minimum 3+ years' security software sales experience
-Demonstrated success and leadership capabilities
-Ability to adapt to change, while remaining on strong team member
Position Type

Professional