Job Description

Introduction
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
Who you are:

• The Sales Representative Security Software is 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 IBM Security capabilities in a way that is valued by the customer and superior to the competition.

What you'll do

• Lead large and/or complex opportunities, where customers are national or otherwise significant, and is responsible for winning the business
• Creative prospecting through campaigns, business partners, and other activities to identify new clients
• Providing sales leadership and moving sales opportunities to closure
• Working with other sellers, business partners, and units of IBM as needed to create an effective solution for the client
• Maintaining a thorough understanding of the client’s industry, including industry trends, industry business processes, industry financial measurements and performance indicators, and key client competitors in their industry
  
• Collaborating with the channel organization to develop partners and their solutions to shorten sales cycles by selling to the Line of Businesses (LOB)
• Meeting quarterly and annual sales revenue quotas

How we’ll help you grow:

• You will have access to IBM's latest Security Offerings that can be sold to client as per required needs
• You will be able to work with world-class Sales Leaders and be the face of Security Software sales in the assigned Region/Accounts.
• You’ll learn directly from experts in the field
• You have the opportunity to work in many different areas to figure out what really excites you.

Technology_APAC
Required Technical and Professional Expertise

• Minimum 10+ years of experience is sales of Security/Software/Hardware.
• Ability to maintain the knowledge of specialty sales processes, techniques, and tools, and advises others on their use examples of this include, but are not limited to, opportunity / territory management, cost justification, acquisition management, services business management and channel management processes.
• Demonstrable ability to understand client requirements regarding enterprise security controls, policies and related technologies, and how IBM Security solutions can meet client expectations
• In-depth knowledge to combine solutions with terms and conditions to create a final customer proposal. Ensure that the proposal delivered to the Partners provide a workable solution

Preferred Technical and Professional Expertise

• Expertise to articulate to clients, deployment processes and standard methodologies to lower deployment risk and accelerate time to value
• Ability to show evidence of working cohesively with channel partners to develop customer relationships and ensure clients with the best available IBM solutions and advise other sales specialists within the specialty
• Validated experience to maintain in-depth understanding of competition's offerings, strategies, and plans
• Proficient to effectively differentiate IBM offerings from competitive alternatives and builds customer preference for IBM offerings, based on that differentiation
• Intuitive individual with an ability to manage change and proven time management
• Proven interpersonal skills while contributing to team effort by accomplishing related results as needed
• Up-to-date technical knowledge by attending educational workshops, reviewing publications

About Business Unit IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

This job requires you to be fully COVID-19 vaccinated prior to your start date and proof of vaccination status will be required before your start date. During the Onboarding process you will be asked to confirm your vaccination status, in case you are unable to get vaccinated for any reason, you can let us know at that stage. Please let us know if you are unable to be vaccinated due to medical or religious reasons. IBM will consider such requests on a case by case basis subject to submission of required proof by the candidate before a stipulated date.

Your Life @ IBM Are you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.

Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change – to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.

It's time to define your career.

About IBM IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

Location Statement When applying to jobs of your interest, we recommend that you do so for those that match your experience and expertise. Our recruiters advise that you apply to not more than 3 roles in a year for the best candidate experience.

For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM 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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.