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International Business Machines Corp. (IBM Corporation)

Security Client Executive, Industrial (East)

International Business Machines Corp. (IBM Corporation) - Houston, TX

Security Client Executive, Industrial (East)




Job Description

IBM Security Solutions is looking to hire a Security Client Executive to focus on the Industrial Sector for the East Region.

The Security Client Executive (SCE) is the lead sales executive for complex security opportunities that integrate multiple custom security offerings including security software, security services, and cross line-of-business & partner solutions. The Security Client Executive has the responsibility for successfully selling Software, SaaS, and Security Services. The SCE is responsible for the overall sales strategy that drives closure of selected security solutions. These are normally large, complex and highly competitive sales situations with IBM's strategic customers. Executive communication and coordination is critical to the success of these engagements.

In this role you will:

Lead sales engagements, selling solutions to complex IT and business requirements.

Manage the customer relationship, participate in strategic solutioning, establish beneficial pricing that is highly competitive, and close the opportunity.

Work closely with Software Client Leader (SCL) teams to financially engineer offers that leverage existing Enterprise License Agreement contracts

Demonstrate a clear understanding of the customers’ business, organization, culture and the compelling reasons to act and manage the third party consultant relationship (if applicable).

Devise and articulate a unique and compelling value proposition (which typically leverages IBM and creates value), so that customer decision-makers clearly grasp the short and long-term business and financial value of a relationship with IBM.

Lead the development of detailed opportunity win plans including leveraging IBM senior executive client coverage plans, consulting resources and the broader IBM team to progress and close complex opportunities.

Apply both Security (Security Software Products, SaaS and Services) and Industry Expertise to discuss client's current and future priorities and pain points. Describe the impact and value of Security solutions to the client's business and the client's capability to manage security risks.

Key Skills:

Experience identifying and driving to closure strategic sales activities for Software, SaaS, and Services

Proven track record of effective account penetration, account development, and account growth

Team player with the ability to leverage and collaborate

Solid track record of consistently achieving/over-achieving quota targets

Accurate forecasting skills and good command of marketplace

Work location: East Coast

Required Technical and Professional Expertise

At least 4 years experience in Software Sales, preferably Security Software Sales

Knowledge of Security technologies and trends in any of the following: Industrial Manufacturing, Petrochemical, Energy, Oil and Gas, Semiconductor, Electronics, Aerospace/defense

Preferred Tech and Prof Experience

At least 5 years experience in Security Software Sales

Experience in Industrial Security Software Sales strongly preferred

EO Statement

IBM 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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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7 days 7 hours ago

International Business Machines Corp. (IBM Corporation)


Security Client Executive, Industrial (East) International Business Machines Corp. (IBM Corporation) - Houston, TX, United States


Location: Houston, TX

Company Profile:
International Business Machines Corporation provides information technology (IT) products and services worldwide. The company’s Global Technology Services segment provides IT infrastructure and business process services, including outsourcing, process, integrated technology, cloud, and technology support. Its Global Business Services segment offers consulting solutions for strategy and transformation, application innovation, enterprise applications, and smarter analytics; and application management, maintenance, and support services. International Business Machines Corporation’s Software segment offers middleware and operating systems software, such as WebSphere software to integrate and manage business processes; and information management software for database and enterprise content management, information integration, data governance, data warehousing and analytics, business analytics and intelligence, and predictive analytics. This segment also provides Tivoli software for cloud and datacenter management, enterprise endpoint and mobile device management, asset and facilities management, storage management, and security systems; Rational software that supports software development; and Mobile Software for platform and application development, mobile security, and mobile device management. The company’s Systems and Technology segment provides computing power and storage solutions; and semiconductor technology, products, and packaging solutions. Its Global Financing segment provides lease and loan financing to end users; commercial financing to dealers and remarketers of IT products; and remanufacturing and remarketing services for equipment. The company was formerly known as Computing-Tabulating-Recording Co. and changed its name to International Business Machines Corporation in 1924. International Business Machines Corporation was founded in 1910 and is headquartered in Armonk, New York.