Brand Sales Manager- Security Software

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
Your mission as Brand Sales Manager is to coach sales teams through the end-to-end sales process supporting progression and the closure of opportunities. You drive overall territory strategy & execution progression & closure of deals for an assigned offering portfolio. Additionally you execute the Brand Route-to-Market strategy within assigned Territory/Squad partner with Ecosystem team to ensure use of partners in progressing and closing opportunities and leverage Marketing to drive customer lifetime value (LTV).You will create thought leadership in the area of Security Software and its components Industry solutions and the use cases for which IBM & IBM Business Partners provides solutions.
Role & Responsibilities

• Leading territory strategy and planning and contributing to the account planning process for assigned accounts.
• Activating all Routes to Market as part of the Territory growth strategy.
• Partnering with the Technology & Brand Leader to engage with the client’s business (including CXOs Developers Data Scientists Architects) and achieve sales objectives.
• Collaborating with Brand Technical specialists as extended members of territory execution team.
• Working closely with Brand Sales Specialist on end-to-end sales process & performance for assigned offering portfolio and clients for territory team from opportunity identification to deal closure.
• Leading and coaching sellers to over perform their targets and pipeline metrics.
• Mastering deal and situational coaching through candid open communication.
• Ability to effectively remove blockers and help sellers’ minimize internal task to spend more time with clients.
• Facilitating best practice sharing across teams.
• Ensuring effective performance management of team to drive high-performance culture.
• Fostering entrepreneurial mindset and calculated risk-taking.
  #ISATECHS24 #IBMReferred_India

Required Technical and Professional Expertise

• 12-18 years of relevant Security Software experience products to sell using product demonstrations storytelling and whiteboarding.
• Ability and confidence to discuss IBM Key Sales Plays and key architectural differentiators.
• Effective and efficient execution of Sales Management processes to achieve revenue targets.
• Understanding of Ecosystem and Partner’s footprint and capabilities / competencies within your territory.
• Familiarity with modern subscription and pricing models and ability to create a compelling proposal and support basic contract negotiations.
• Strong understanding of business metrics sales tools such as Salesforce.com.
• Leadership and management: set goals plan communicate make decisions delegate/direct resources solve problems motivate/inspire team.
• Coaching: help sellers achieve their business goals accelerate their personal development and deliver a distinctive client experience.

Preferred Technical and Professional Expertise

• Domain expertise in Financial Services Sector bringing 5+ years of hands-on experience in Banking insurance and Financial Markets.
• AND /OR
• Domain expertise in Manufacturing industry (automotive energy pharma & allied process/discreet manufacturing) bringing 5+ years of hands on experience in areas such as production operations or supply chain management.
• AND/OR
• Domain expertise in Government Sector bringing 5+ years of expertise in Government Sales.