Security Services Sales Rep – RSA

Over the past 100 years, IBMers all over the globe have helped make the world work better and smarter. In this new era of Cognitive Business, IBM is helping to reshape industries by bringing together our expertise in Cloud, Analytics, Security, Mobile, and the Internet of Things: Changing how we create, collaborate, analyze and engage. From transforming healthcare to improving the retail shopping experience – it’s what IBMers do. In Africa, we’ve been changing the way the continent does business for more than 50 years, and as our company continues to grow, we’re looking for talented professionals to join us in this new era.

Join us and be part of a diverse and global team of thinkers and doers, and make an impact.

The Security Services Sales Specialist will lead all sales activities in the Region and act as the focal point to the client for the sales of IBM Security Services.

The position will entail managing key relationships, understanding the client’s organization and culture, and developing strategic plans to address both IT and Line-of-Business organizations.This Individual will leverage subject matter experts, executives, and thought-leaders as needed to provide value to the client. This role will build relationships with senior client executives while earning a reputation as a trusted business adviser.

Responsibilities:

• The role encompasses two broad elements.
• Leading deals from the point they are qualified as worthy of investment by IBM through to contract signature;
• Identifying and developing new opportunities from both new and existing clients.The role requires knowledge and understanding of client business and technical challenges and being able to build strong relationships with clients to propose solutions and bring deals to contract closure.

The specific deal leading activities include:

• Leading cross functional engagement teams on specific opportunities;
• Being responsible for the commercial and technical solution and value proposition;
• Selling the value of security solutions to prospective clients;
• Preparing client proposals and responding to RFPs- preparing and negotiating contracts to closure Strong networking skills will be crucial as you will be required to work with different parts of IBM throughout the lifecycle of a deal.

This will include the IBM client teams in the identification and qualification of opportunities, through to leading bid teams made up of legal, technical, commercial and risk personnel as you work through to closure. For some opportunities where it is a multi-brand deal you will be required to work closely with the sales leads for those brands, in some cases leading the deal for IBM and in others supporting where we are dependent on another part of IBM for success.

Desired Skills and Experience

• At least 3 years of experience as Security Services Seller or Business Development Manager
• Ability to work in Team as well as alone
• Good knowledge of general security technologies and offerings

Additional Information

Security Services