Ref: RP805-1533
Job description / Role
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
This vital role is responsible for leading the sales of Security Services solutions to clients within a dedicated sales territory, on a limited focussed list of high potential accounts for Secure Access Services Edge (SASE) Security, as part of the Cloud Security Services portfolio. This will include consulting services, managed services and software integration activity. The role encompasses two broad elements.
- Leading deals from the point they are qualified as worthy of investment by IBM through to contract signature into delivery as a focal commercial contact in the governance of our projects.
- Identifying and developing new opportunities from both new and existing clients.
The role requires knowledge and understanding of client business and technical challenges and being able to build strong relationships with clients to propose solutions and bring deals to contract closure.
Work with global solutions teams and across local geographies to provide content to drive deals that relate to Cloud/SASE security transformation from Design, Build and Operate phases
Provide demonstration of IBM credentials in Cloud/SASE security. Work closely with the global and local solution design teams in developing client presentations and SOWs
Drive the Cloud/SASE offering and be a focal point for sellers to help understand existing capabilities, offerings, client references and experiences
Able to work with the offering and Go-to-market leaders in developing and tailoring Cloud/SASE centric proposition to the markets
Become a recognized thought leader in Cloud/SASE security transformation, utilizing conferences, white papers, client presentations to build awareness of IBM credentials
Be accountable for driving signings in to the geos
Responsibilities include:
- The BDE role is primary a customer facing role and often involves unsolicited executive calling
- Develops executive level, visionary business value propositions encompassing all lines of business
- Proactively screens the market and identifies potential large services/solution opportunities
- Develops senior management and executive contacts in client organizations
- Work with executive leaderships in IBM Global Business Services (GBS) and Global Technology Services (GTS)/Kyndryl to identify, develop and nurture security opportunities.
- Identifies the clients' critical success factors and potential IBM engagement risks
- Recommends opportunities to engage, disqualify, or refer
- Articulate compelling value propositions consistent with the client's critical success factors
- Obtains broad-based client sponsorship for the engagement, and leads the engagement kick-off meeting and completes the handover
- Works closely with the geo alliances team to manage third party SASE partner relationships, focused on net new pipeline generation
- Leading cross functional engagement teams on specific opportunities;
- being responsible for the commercial and technical solution and value proposition;
- Selling the value of Cloud/SASE security services solutions as well as third party solutions to prospective clients;
- Preparing client proposals and responding to RFPs
- Preparing and negotiating contracts to closure (in instances where a Client Services Executive is not available)
- Teams closely with IBM S&D and other services LoB's to identify and develop opportunities
- Review and manage Cloud/SASE security opportunity pipeline across IBM Security services and software.
The Business Development Executive should exhibit exceptional business insight and executive level presence across all lines of a customer's business. The BDE must be able to demonstrate deep understanding of the customer's business, organization, culture, pain points, and compelling reasons to act. The BDE should be able to create, articulate, and sell an innovative business vision and value proposition. They should use the full capabilities of the IBM Corporation, so that customer executives clearly grasp the short and long-term business and financial value of a relationship with IBM.
Strong networking skills will be crucial as you will be required to work with different parts of IBM throughout the lifecycle of a deal. This will include the IBM client teams in the identification and qualification of opportunities, through to leading bid teams made up of legal, technical, commercial and risk personnel as you work through to closure. For some opportunities where it is a multi-brand deal you will be required to work closely with the sales leads for those brands, in some cases leading the deal for IBM and in others supporting where we are dependent on another part of IBM for success.
The individual selected for this role can be located in any European country.
Requirements
Required Technical and Professional Expertise
- You will have a demonstrable track record of sales leadership and a successful track record of leading teams in the pursuit of large (> $1m) hybrid and multi-cloud security transformational opportunities is essential. Security services and networking knowledge applicable to multi and hybrid cloud will be a significant benefit.
In addition to strong leadership qualities, the BDE should also have the following distinguishing attributes:
- Networking
- Initiative
- Adaptability
- Organization
- Persistence
- Creativity and out-side-of-the-box thinking
- Problem solving
Required
- Passion for and knowledge of Security marketplace and IBM Immune System
- High School Diploma/GED
- Executive presence: Acquired
- Business acumen through personal experience: Acquired
- Strategic thinking / visionary : Acquired
- English: Fluent
- Master 2 other European languages: French, Spanish, German
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.