Senior/Principal Security Brand Sales Specialist / Segment Leader

Introduction
Your mission as Senior/Principal Security Brand Sales Specialist / Segment Leader is to create a business plan for the segment in the Security Unit. Create campaigns/plays for business development. Understand current market and Create demand and progress opportunities to close for the security segment based on your deep brand expertise and in-depth knowledge of the competitive landscape. You partner with your clients to co-create brand specific solutions that address their business needs and drive client innovation. You navigate IBM to bring the right technical resources to drive sales wins and you get agreements with partners for the sell.

Your Role and Responsibilities
• Supporting territory strategy and contributing to the account planning process for assigned accounts.
• Maintaining strong relationships with IBM Brand Technical Specialists to align sales efforts with offering capability roadmaps.
• Applying expert level knowledge of select offerings with industry expertise to propose relevant and impactful use cases that address the client’s business needs and drive client innovation and how they compare to competitors’ offerings.
• Owning the E2E sales process for assigned offering portfolio and clients – from opportunity identification to deal closure.
• Applying campaigns for licensing and contracting models to shape solutions that deliver client value while supporting brand specific business strategies.

Required Technical and Professional Expertise

• Deep understanding of security products to sell using product demonstrations storytelling and whiteboarding.
• CxO Conversation with Ecosystem and Partner’s footprint and capabilities/competencies within your territory.
• Key relationship with Product manager and GEO/WW Teams with Strong knowledge of pricing /subscription models related to offering and how to create the financial/contract.
• Engage other IBM teams and subject matter experts (e.g. Brand Technical Specialist Client Engineering Customer Success Manager) early in the sales process to accelerate deal progression customize client experiences win the deal and grow software consumption.

Preferred Technical and Professional Expertise

• N/A