Security Web Fraud Software Sales Representative - Trusteer

Job ID SWG-0605807 Job type Full-time Regular Work country USA Position type Professional Work city - Any, Posted 16-Sep-2013 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 Security Services Commissionable/Sales-Incentive jobs only Yes

Job description

Trusteer, an IBM company, is the global leader in endpoint cybercrime prevention. Trusteer products stop the root cause of data breaches and fraud losses: the compromise of employee and customer endpoints by advanced malware and phishing attacks. As a Security Software Sales Representative, you are responsible for developing solutions address the client's business needs and deliver client value. You will be responsible for opportunity identification, forecasting, sales execution and customer satisfaction. You will work to create solutions which are tailored to client’s business needs and integrate the IBM capabilities in a way that is valued by the customer and superior to the competition. You are also responsible for developing and maintaining strong relationships with executives and influencers in the IT and Line-of-Business organizations in these accounts. You will navigate IBM to identify and acquire critical resources needed to develop the best solution for the client, while applying IBM brand strategies and offerings, methods and models, to ensure world-class design and delivery. Further Responsibilities: -Target the largest financial institutions in your territory and develop extensive knowledge of these accounts – key contacts, business needs, existing fraud prevention tools, competitive environment, gaps and requirements, budgeting and buying processes. -Introduce Trusteer solutions to key buyers/influencers and establish trusted relationships. -Manage complex sales process, from initial meeting through procurement and contract signing. -Explain IBM/Trusteer value proposition through presentation, email, and verbal communications. -Be fluent in core IBM solution capabilities and competitive environment. -Track and report on all activities though the sales automation system. -Manage pipeline and provide reliable forecast. Key Attributes: -Trusted relationships with line of business, online/mobile banking, and information security executives. -Self-driven, energetic, creative problem-solver, with a "hunter" mentality, able to prospect new opportunities, with a natural nurturing instinct, able to build trusted, long-lasting customer relationships. -Strong prospecting, qualifying, closing and managing skills. -Impressive presentation and communication skills with the ability to influence, persuade, and negotiate at all levels to achieve win-win situations. -Experience selling within matrix environments.

Required At least 3 years experience in software sales, tech sales or pre-sales At least 3 years experience in and executive relationships in one or more financial segments: retail and business banking, private wealth management, investment banking, brokerage, processor/merchant acquirer. At least 2 years experience in selling complex solutions to information security officers, online and mobile banking application owners, and line of business leaders Readiness to travel 25% travel annually English: Fluent

Preferred Bachelor's Degree At least 3 years experience in fraud solution sales

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.