Solution Representative - Security Brand Sales Specialist in Los Angeles California United States

Job description

As a Security Software Sales Representative you will be responsible for developing Security specific solutions that address your client’s business needs and deliver client value while supporting Security-specific business strategies. You will work to create solutions which are tailored to client’s business needs and integrate the Security capabilities in a way that is valued by the customer and superior to the competition. You will apply industry-specific knowledge and experience to bring new business and technology insights to assigned clients.
The Security Software Sales Representative will be responsible for the sales of IBM® QRadar® Security Intelligence Platform and has in-depth sales, business, and professional skills to work with any level of customer management. In this role, it essential for the candidate to develop a comprehensive knowledge of the QRadar® Security Intelligence Platform, as this role is responsible for the success of those offerings.
Further Responsibilities:

• Maintain an in-depth knowledge of the specialty sales processes, techniques, and tools, and advises others on their use. Examples include opportunity and territory management, cost justification, acquisition management, services business management, and channel management processes.
• Analyze IT security requirements of enterprise clients, select appropriate IBM solutions, demonstrations, client workshops and presentations, quotes and pricing, and other proposal development activities.
• Maintain in-depth knowledge of competition's offerings, strategies, and plans.
• Effectively differentiate the QRadar® Security Intelligence Platform from competitive alternatives and creates customer preference for IBM Security Software offerings, based on that differentiation.
• Effectively negotiate with multiple levels of customer management, resulting in successful closing of the sale.
• Anticipate complex problems relating to specialty offerings, customer sales engagements, and business unit sales results.

Key Attributes:

• Ability to analyze situation and implements solutions, or develop new approaches and procedures and assess risk in terms of value and exposure to both IBM and customers.
• Ability to apply creativity and judgment to complex opportunities, defining sales activities or other projects within the business environment.
• Successful track-record of building pipeline and growing a territory, as well as managing multiple sales-related activities on a daily basis.
• Ability to successfully work in a team matrix, leveraging extended team resources and managing resources through each deal.
• Demonstrated understanding of client requirements regarding enterprise security policy and standards and how IBM solutions will meet the requirements.
• Ability to present and articulate the differentiated value of IBM Security solutions compared to competitors in the market.

Required

• At least 3 years experience in enterprise solutions sales
• Readiness to travel 25% travel annually
• English: Fluent

Preferred

• Bachelor's Degree
• At least 1 year experience in world wide, regional and local regulatory compliance mandates
• At least 1 year experience in Security Information and Event Management
• At least 1 year experience in one or more of the following industries: Financial Mkts, Government, Retail, Telecommunications
• At least 1 year experience in current security threats

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.
Job ID: S_D-0635971
Job type: Full-time Regular
Work country: USA
Position type: Professional
Work city: Los Angeles,CA
Posted: 06-Feb-2014
Travel: 25% travel annually
Job area: Sales
Business group: IBM Sales & Distribution
Job category: Sales
Business unit: Software Sales
Job role: Solution Representative - Brand Specialist
Job role skillset: IBM Security Systems-MAJ
Commissionable/Sales-Incentive jobs only: Yes

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