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IBM Business Development Executive Security, Secure Access Service Edge in Durham, North Carolina

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. To lead in this new era of technology and solve some of the world's most challenging problems.

Your Role and Responsibilities

This vital role is responsible for leading the sales of Security Services

solutions to clients within a dedicated sales territory, on a limited focused list

of high potential accounts for Secure Access Services Edge (SASE) Security,

as part of the Cloud Security Services portfolio. This will include consulting

services, managed services and software integration activity. The role

encompasses two broad elements.

  • Leading deals from the point they are qualified as worthy of investment by

IBM through to contract signature into delivery as a focal commercial contact

in the governance of our projects.

  • 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.

Work with global solutions teams and across local geographies to provide

content to drive deals that relate to Cloud/SASE security transformation from

Design, Build and Operate phases

Provide demonstration of IBM credentials in Cloud/SASE security. Work

closely with the global and local solution design teams in developing client

presentations and SOWs

Drive the Cloud/SASE offering and be a focal point for sellers to help

understand existing capabilities, offerings, client references and experiences

Able to work with the offering and Go-to-market leaders in developing and

tailoring Cloud/SASE centric proposition to the markets

Become a recognized thought leader in Cloud/SASE security transformation,

utilizing conferences, white papers, client presentations to build awareness

of IBM credentials

Be accountable for driving signings in to the geos

Responsibilities include:

*The BDE role is primary a customer facing role and often involves

unsolicited executive calling

*Develops executive level, visionary business value

propositions encompassing all lines of business

*Proactively screens the market and identifies potential large

services/solution opportunities

*Develops senior management and executive contacts in client

organizations

*Work with executive leaderships in IBM Global Business

Services (GBS) and Global Technology Services (GTS)/Kyndryl

to identify, develop and nurture security opportunities.

*Identifies the clients' critical success factors and potential IBM

engagement risks

*Recommends opportunities to engage, disqualify, or refer

*Articulate compelling value propositions consistent with the

client's critical success factors

*Obtains broad-based client sponsorship for the engagement,

and leads the engagement kick-off meeting and completes the

handover

*Works closely with the geo alliances team to manage third

party SASE partner relationships, focused on net new pipeline

generation

*Leading cross functional engagement teams on specific opportunities;

*being responsible for the commercial and technical solution and value

proposition;

*Selling the value of Cloud/SASE security services solutions as well as

third party solutions to prospective clients;

*Preparing client proposals and responding to RFPs

*Preparing and negotiating contracts to closure (in instances where a Client

Services Executive is not available)

*Teams closely with IBM S&D and other services LoB's to identify and

develop opportunities

*Review and manage Cloud/SASE security opportunity pipeline across

IBM Security services and software.

The Business Development Executive should exhibit exceptional business insight and

executive level presence across all lines of a customer's business. The BDE must be

able to demonstrate deep understanding of the customer's business, organization,

culture, pain points, and compelling reasons to act. The BDE should be able to create,

articulate, and sell an innovative business vision and value proposition. They should use

the full capabilities of the IBM Corporation, so that customer executives clearly grasp

the short and long-term business and financial value of a relationship with IBM.

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.

The individual selected for this role can be located in any US State

In addition to strong leadership qualities, the BDE should also have the

following distinguishing attributes:

  • Networking

  • Initiative

  • Adaptability

  • Organization

  • Persistence

  • Creativity and out-side-of-the-box thinking

  • Problem solving

If you are hired into a Colorado work location, the anticipated compensation range for the position ($141,000 - $246,000) is based on a full-time schedule. Your ultimate compensation may vary depending on your job-related skills and experience. For part time roles, the compensation will be adjusted appropriately.

Required Technical and Professional Expertise

Passion for and knowledge of Security marketplace and IBM Immune System

High School Diploma/GED

Executive presence: Acquired

Business acumen through personal experience: Acquired

Strategic thinking / visionary : Acquired

English: Fluent

Master 2 other European languages: French, Spanish, German

Preferred Technical and Professional Expertise

NA

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.

This job requires you to be fully COVID-19 vaccinated prior to your start date, where legally permissible. Proof of vaccination status will be required. If you are unable to be vaccinated due to medical, pregnancy or religious reasons, we offer accommodations in accordance with applicable law.

Your Life @ IBMAre 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 IBMIBM'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 StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:

*12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.

*World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.

*Well-being programs to support mental and physical health.

*Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).

*Select educational reimbursement opportunities.

*Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.

*Giving and volunteer programs to benefit charitable organizations and local communities.

*Discounts on retail products, services, and experiences.

This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.

We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

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.

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