Security Expert Labs MEA Leader

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
The Security Professional Services Seller is responsible for developing products implementation solutions that address IBM Security Customer’s business needs and deliver client value while supporting IBM Security business strategy. This is a full-time position for an experienced Seller responsible for developing and executing successful Sales strategy and build valuable proposals addressing Client requirements through the deployment of IBM Security products. The position requires working with Customers to understand their requirements and translate them into design, installation, configuration, implementation, upgrade, training and support of IBM Security products, which is reflected in an IBM Statements of Work (SOWs). The candidate will be responsible for identifying, positioning and attaching Security Professional Services (aka Expert Labs) solutions. The candidate will develop territory relationships with brand sales reps, client executives, software client leaders, technical sales, and key customer decision makers. Ultimately, this role is about partnering with the broader IBM team to ensure customers are deploying and receiving value from the security software they have purchased from IBM. This role is on a Sales plan and variable salary based on achievements.

This position requires

• Successful Sales achievement records
• Ability to play substantive/lead role in formulating contracts such as statements of work (SOWs) where IBM’s responsibilities and client responsibilities are structured to protect both parties. The scope should be well defined and aligned to the requirements as outlined by the client during the s/w sales cycle. Have a thorough understanding of the differences between Time & Materials based contracts versus Fixed Price contracts and the associated risk implications thereof.
• Identify opportunities to cross-sell professional services and extensive experience in engagement planning
• Ability to understand and assess business and regulatory requirements, evaluate the best possible design for the requirement and translate the business needs and regulatory requirements, in different Middle East and Africa geographies into appropriate solutions
• Should have demonstrated communications skills, both written/verbal. Understand clients’ business environment and pain areas.
• Problem Solving: analyze complex/new situations, anticipate potential problems and future trends, assess opportunities, impacts, and risks. Develop and implement solutions.
• Ability to build and nurture positive working relationships with clients with the intention to exceed client expectations.
• Experience in partnering with product domain specialists as part of designing and deploying solutions based on Security solutions or products. This includes working as a team member with client personnel and other teams to identify functional requirements and subsequently working with or in some instances leading others in the identification, justification, design and deployment of the client’s solution.
• Understanding business drivers and demonstrating exhibited knowledge and skills in the Security domain. Ability to act as a trusted client advisor

Required Technical and Professional Expertise

• Bachelor’s Degree in Engineering, or Information Systems
• 3 years experience in Selling Professional Services
• Readiness to travel 50% annually
• Successful Sales achievement records, preferably in Services domain
• Ability to develop strong customer relationships
• Negotiation & communication skills to develop and close contracts
• Knowledge of IBM Services Sales process and tools (will be considered a plus)

– Knowledge of Security as a domain and/or IBM Security products and solutions portfolio;
– Relationship with country’s market segments leaders.

Preferred Technical and Professional Expertise
Same as above
About Business UnitIBM’s Cloud and Cognitive software business is committed to bringing the power of IBM’s Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments—with complete software solutions for business and IT operations, development, data science, security, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.

Your Life @ IBMWhat matters to you when you’re looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBMIBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

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

Being You @ IBMIBM 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.