IBM Brand Partner Specialist - Partner Facing in Mexico City, Mexico
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
In the role of Brand Partner Specialist you will operate as the opportunity identifier, opportunity owner and closer on Cybersecurity Software opportunities that range in value from $100K to $5M. You will organize subject matter experts, Architects, Business Partners, and sales leads in Cybersecurity. You will lead client negotiations, propose solutions to CxOs, acting as the single point of client contact for all deal-progression activities, while interacting with senior client executives, which can include the CISO, CFO, CIO, Board of Directors and evaluation committees. You will be required to have an in-depth understanding of the client's business, goals, strategies and industry trends and directions. You will lead multi-disciplined teams. These deals are intended to increase IBM's Security revenue within the account and may include some or all of the following sample of solutions:
Security as a Service: threat management, ID management, fraud detection, data protection.
Security Software: threat management, ID management, fraud detection, data protection.
Additional responsibilities will include:
Leading customer presentations while describing IBM's Security point of view, solution, and proposal through a value-driven sales approach
Collaborates with, and acts as a liaison between our customers, pre-sales solution people, Business Partners.
Assist in developing the financial solution for an engagement based on client requirements, developing business cases.
Leading multi-disciplinary teams in developing complex solutions for specific client opportunities and in developing client deliverables such as a request for information (RFI), request for proposal response (RFP), and statements of work (SOWs), and client proposals/ presentations
Required Technical and Professional Expertise
To be successful in this role, you should have the ability to manage multiple accounts concurrently and develop pursuit strategies and support new business opportunities, which include defining/qualifying sales opportunities, determining engagement scope and cost projections, and formulating potential solutions based on client requirements.
It is also necessary the candidate have a solid technical, and conceptual/operational background in managing the terms and conditions in the usability of software licenses of any vendor.
You must demonstrate the use of strong leadership and consultative sales techniques to develop and broaden sales opportunities and compelling value propositions. We are seeking a candidate that is able to lead deal teams as the single overall sales leader and opportunity owner of a given sales pursuit.
Preferred Technical and Professional Expertise
Experience leading multi-functional teams, or conducts special projects, or manages department(s) (national or international). Influences people and organizations,
About Business UnitIBM 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.
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Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.
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