Technical Subject Matter Expert (SME) - Security

Introduction
Your mission as Technical SME Technical SME is to engage your clients with an opinionated point of view as an IBM Technologist practitioner and brand specialty solution expert.
Your deep knowledge and experience with IBM Security Platforms and Products along with a deep understanding of competitive advantage places you in a unique position of influence and value for your clients.

As a practitioner you will show and prove how IBM’s technology addresses client needs and delivers value.
You will work with other IBMers to identify opportunities remove technical inhibitors and progress technical sales resulting in client success and IBM business growth.

Your Role and Responsibilities
As an Security Subject Matter Expert (SME) you will be a key driver in driving sales growth and customer success by leveraging your deep expertise in cybersecurity trend technologies and solutions.
Your primary responsibility will be to serve as a technical advisor and consultant to potential customers providing insights and guidance on how customer can secure for various business use cases aligning to their business goal and agility You will collaborate closely with the sales and marketing teams to articulate the technical aspects of IBM Security products and services ultimately contributing to successful customer acquisition and retention.

Key Responsibilities: As an IBM Technical SME you assume technical leadership and responsibility for designing and selling security solutions that allow our clients to protect from modern threats using IBM Security solutions.
This is a customer facing role and the candidate must be comfortable and confident working with IT and Line of Business Executives and be able to work effectively in a collaborative role with IBM sales teams and business partners.
IBM Technical SME are the technical experts and advisors to clients IBM sales teams and/or IBM Business Partners. As a SME you understand the client’s business requirements technical requirements and/or competitive landscape. You apply your business insights build and maintain client relationships incorporate hardware software and services into client-valued solutions and ensure client readiness for the implementation of technical solutions. This is an opportunity to shape the future for both IBM and its clients. Start your journey now!

Responsibilities:

• Responsible for leading the business development creation
• Lead the identification qualification and bid of opportunities to secure new contracts
• Lead and negotiate teaming agreements and strategic alliances.
• Work with the Solutions team to develop competitive solutions and architecture that meet customer requirements for cross-brand sales play
• Capitalize on the company’s established range of service offerings all delivered via industry best practices and processes. Develop strategies with the respective capture pursuit
• Maintain a demonstrated knowledge of the specialty sales processes techniques and tools and advises others on their use.
• Act as the subject matter expert on IBM security solution
• Analyze IT security requirements of enterprise clients select IBM solutions demonstrations client workshops and presentations quotes and pricing and other proposal development activities.
• Maintain knowledge of competition’s offerings strategies and plans.
• Differentiate IBM’s capabilities from competitive alternatives and creates customer preference for IBM Security Software offerings based on that differentiation.
• Negotiate with multiple levels of customer management resulting in closing of the sale.
• Anticipate complex problems relating to specialty offerings customer sales engagements and business unit sales results.

Required Technical and Professional Expertise

• Bachelor’s Degree or possess a Certified Information Systems Security Professional certifications
• Proven experience in a technical sales role for cybersecurity
• Deep knowledge of Security operations (security operations center threat hunting response)
• Deep knowledge of maintain security focused products in IBM Solution
• Solid understanding of Zero Trust and security framework
• Excellent communication and presentation skills to effectively convey technical concepts to non-technical audiences.
• Analytical mindset to identify customer needs and propose data-driven solutions for IT operational challenges.
• Ability to work collaboratively with sales marketing and technical teams.
• Experience with IBM QRadar SOAR EDR Verify Guardium and ASM products helpful
• Security operation or security implementation project experience would be advantageous.
• Networking or admin experience is a plus

Preferred Technical and Professional Expertise
Please refer to ‘Required Professional and Technical Expertise’