Security Partner Sales Representative - Northeast Details

Security Partner Sales Representative - Northeast

IBM - Cambridge, MA

Employment Type : Full-Time

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 IBM Security Business Partner Ecosystem Team is looking for a Security Sales Partner Specialist, IBM Security to focus on Named Accounts. The Security Sales Partner Specialist (BSPS) specializing in Security Software will drive brand sales of IBM Security Solutions through business partners (named accounts). The BSPS delivers differentiated value through IBM's technology portfolio to clients during the pre-sales and customer engagement phase of an opportunity.

Your Role and Responsibilities :

• Responsible for driving IBM Security brand strategy and revenue within a defined set of business partners to meet quarterly and annual revenue targets
• Generate demand for the IBM Security portfolio through ecosystem partners using sales plays and co-marketing campaigns
• Support solution co-creation with business partners and provide use-case expertise for the portfolio of security offerings
• Work closely with technical resources to influence partner’s tech agenda and expand IBM Security mindshare through technical enablement
• Advocate for business partners within brand leadership to uncover new opportunities to scale security within the partner ecosystem
• Build trusted relationships within business partners as an expert and advisor
• Develop strategic territory and partner plans to drive revenue growth

The Partner Sales Professional career path is built around deep partner ecosystem and business acumen. Important to this career path is the ability to lead partner transformation based on IBM strategies and solutions, but also to gain insights on partner solutions to help integrate the various brands and offerings into a valued solution for the partner's clients by effectively managing the IBM and partner ecosystem and teams. Sellers in this career path perform business development in the Ecosystem and manage the expectations of their partners. They develop and manage partner relationships at the C-Suite level.
Preference to hire in one of the following cities: Boston MA, Cambridge MA, Providence RI, Framingham MA, Johnston RI with flexibility to reside in reasonable commutable distance.
Required Technical and Professional Expertise

• Significant experience in working with Business Partners in a sales capacity
• Developed best practices on how to develop opportunities with marketing and sales plays
• Demonstrated experience progressing opportunities and exceeding quarterly and annual revenue targets
• Understanding of IBM Security offerings are how they are positioned in the market.
• Broad knowledge of Cyber Security is a definite asset
• Ability to develop account planning strategies, including financial justification and business case development
• Strong interpersonal and collaboration skills
• Ability to multitask and independently prioritize workload
• Work effectively in a matrixed team

Preferred Technical and Professional Expertise

• Deep understanding of relevant industry segments and how IBM Security offerings are positioned in the market
• Broad knowledge of Security a definite asset

About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
This job requires you to be fully COVID-19 vaccinated prior to your start date, where legally permissible. Proof of vaccination status will be required. If you are unable to be vaccinated due to medical, pregnancy or religious reasons, we offer accommodations in accordance with applicable law.
Your Life @ IBM
About IBM
Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:

• 12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
• World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
• Well-being programs to support mental and physical health.
• Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
• Select educational reimbursement opportunities.
• Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
• Giving and volunteer programs to benefit charitable organizations and local communities.
• Discounts on retail products, services, and experiences.

This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.

We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.
Being You @ IBMIBM 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.