Security Software - Brand Seller

IBM Middle East

Riyadh, Saudi Arabia

Ref: RP805-1598

Job description / Role

Employment: 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 Security Software Brand Seller is responsible for leading the sales of Security Software to to designated key accounts. The role requires knowledge and understanding of client business and technical challenges and being able to build deep and strong relationships with clients to propose solutions and bring deals to contract closure. Selling Security Software background is of key importance to this role, i.e., understand how to sell any kind of software.

Responsibilities:

* Manage a dedicated client set in the Saudi and define, confirm, and communicate the differentiated value of IBM's Security Software Solutions at both the technical and business level.
* Manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, while expanding existing accounts.
* Use your solution selling expertise to identify and qualify business opportunities and respond optimally to client's needs in order to create a strategic, long-term partnership with your clients.
* Deliver business value through reference and use case selling, and proof of concept engagements.
* Preparing client proposals and responding to RFI and RFPs
* Identify the client approvers, decision-makers, and influencers, and develop strategies for each to mitigate risk and increase agreement confidence.
* Strengthen client and BP relationships through regular engagement and face-to-face meetings.
* Organize and manage industry events and user groups to generate market interest.
* Work in partnership with the broader ecosystem, Business Developers, Pre-sales, Technical Sellers, Partner Managers and Marketers, to build sales campaigns and incremental pipeline for Security Solutions.
* Leverage tools to build and maintain a current and accurate pipeline of early-stage, upside, and forecast agreements.

Requirements

Required Technical and Professional Expertise
* Proven track record of success in software sales, with emphasis on new client acquisition
* Security Knowledge - in Software Transactional and SaaS selling
* Strong business and commercial acumen with proven credibility at all levels and evidence of building strong relationships internally and with the client
* Effective communication skills with the ability to deliver results in a cross-functional environment.
* Successful history of net direct new business sales, with the ability to prove consistent delivery against targets.
* High motivation, resilience and passion to succeed
* Up to date with local market trends and cyber security laws & regulations

About the Company

For more than six decades, IBM Middle East & Pakistan has played a vital role in shaping the information technology landscape of the region. Today, IBM is part of the region's technological fabric, solving real-world business and societal challenges, through its offices in UAE, Saudi Arabia, Qatar, Kuwait and Pakistan, and also a diversity of centers across the region.

Within the region, IBM currently has groundbreaking initiatives in cloud computing, analytics, mobile, security, as well as nanotechnology, eGovernment, healthcare and many more, collaborating with leading educational institutes and governments. IBM supports hundreds of clients to drive transformation through technology, contributes to regional research & development programs and has an active Corporate Service Corps (CSC) program.

Reinvention is a keyword in the company's history and, today, IBM is much more than a "hardware, software, services" company. IBM is now emerging as a cognitive solutions and cloud platform company.

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