23 days old

Business Development Executive Security - Cloud

Multiple Cities, Multiple
  • Job Code

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
This vital role is responsible for leading the sales of Security Services solutions to clients within a dedicated sales territory, on a limited focussed list of high potential accounts in multi and hybrid CLOUD Security (such as AWS, Azure, IBM Cloud, GCP, RedHat). 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 security transformation from Design, Build and Operate phases

Provide demonstration of IBM credentials in Cloud security. Work closely with the global and local solution design teams in developing client presentations and SOWs.

Drive cloud security offering and be a focal point for geographies 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 security centric proposition to the markets.

Become a recognized thought leader in Cloud 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) 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 clients critical success factors
    • Obtains broad-based client sponsorship for the engagement, and leads the engagement kick-off meeting and completes the handover
    • Needs to be able to select/create/establish and manage (at least initially) the cloud services and cloud security technology/services partners with whom we would be teaming
  • Leading cross functional engagement teams on specific opportunities;
  • being responsible for the commercial and technical solution and value proposition;
  • Selling the value of cloud security services (for native cloud security 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 LoBs to identify and develop opportunities
  • Review and manage cloud 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 customers business. The BDE must be able to demonstrate deep understanding of the customers 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.

You will have a demonstrable track record of sales leadership and a successful track record of leading teams in the pursuit of large (> $1m) hybrid and multi-cloud security transformational opportunities is essential. Security services knowledge applicable to multi and hybrid cloud will be a significant benefit.

Required Technical and Professional Expertise
High School Diploma/GED
Acquired Executive presence
Acquired Business acumen through personal experience
Acquired Strategic thinking / visionary
Fluency in English
Master in 2 other European languages: French, Spanish or German

Passion for and knowledge of Security marketplace and IBM Immune System

Preferred Technical and Professional Expertise
In addition to strong leadership qualities, the BDE should also have the following distinguishing attributes:

Creativity and out-side-of-the-box thinking
Problem solving

About Business Unit
IBM is a leading provider of enterprise security solutions. Named by industry analysts as a leader in 12 security market segment categories, IBM Security is a multi-billion dollar business that is rapidly growing. In an industry focused on building walls, IBM Security is focused on creating an open, connected security ecosystem that leverages AI and cloud to help clients improve compliance, stop threats, and grow their business securely.

Your Life @ IBM
What matters to you when youre 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 IBM
IBMs 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 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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.



  • Computers Software and Hardware
Posted: 2019-12-28 Expires: 2020-01-27

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Business Development Executive Security - Cloud

Multiple Cities, Multiple

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