Security Services Seller

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 Services Seller will lead sales activities in Saudi 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. The main focus of this role is Opportunity
Identification and Opportunity Ownership. The candidate must have the ability
to develop security pursuit strategies in key accounts and support new
business opportunities which include defining sales opportunities, determining
engagement scope & cost projections, formulating potential security solutions
based on client requirements, and functioning as the Security Sales Subject
Matter Expert (SME) across the assigned territory. Candidate should
demonstrate the use of consultative sales techniques to develop and broaden
sales opportunities throughout the territory.

Responsibilities:

• Work with the IBM Security Team to identify, qualify and close new business sales opportunities by demonstrating a consultative sales approach


• Manage Security Services Signings, Revenue and Profit objective attainment for an assigned territory


• Interlock with Security Services Technical and Delivery teams to drive qualified opportunities' to close


• Exceed the sales plan and business objectives by successfully selling IBM Security services into the assigned territory


• Actively lead the resolution of customer issues to ensure their satisfaction and a successful outcome to the sale


• Engage technical resources, as appropriate, to ensure the company overcomes any technical objections in the sales cycle


• Drive contract discussions and negotiations with supporting functions like finance and legal teams


• Develop trusted relationships at a senior management level in enterprise accounts and develop and maintain their confidence


• 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 advise


• Coordinate and deliver timely, accurate and quality information, as required to meet sales goals

Required Technical and Professional Expertise
* Experience in selling Security Consulting and System Integration Services (i.e. security strategy, risk and compliance services, security managed services, incident response, penetration testing, identity and access management ..etc.)
* Deep knowledge of security solutions, services, and offerings
* Understanding of local market trends and cyber security laws and regulations
* Demonstrated success closing large deals
* Experienced in consultative sales techniques
* Strong communication skills: Senior executive level presence and presentation skills in both written and verbal communication
* Demonstrable ability to build IBM relationships, become a trusted advisor and influence for positive outcomes
* Strong analytical skills and ability to translate data into client solutions & actions.

Preferred Technical and Professional Expertise
* Knowledge of IBM Security Services and Software portfolio
* Relationships with security technology providers

About Business Unit
IBM Security 's mission is to help protect business, enabling our clients to
thrive in the face of cyber uncertainty. We are the largest enterprise
cybersecurity provider with more than ‎8000 security professionals. We have
been at the forefront of security research and development for over ‎50 years.
Gartner, Forrester, and IDC have rated our Consulting and Managed Security
Services as industry leaders, and we lead in ‎12 different market segments. To
enhance our security solutions and services, we've invested in the brightest
minds in the business and world-class technologies, including more than ‎20
security acquisitions since ‎2002. While we are proud of these achievements, we
remain focused on providing our clients with valuable solutions and continued
innovation.

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
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.