Security Services Sales

Introduction : IBM Security is one of the leading Cybersecurity providers globally. With more than 8000 employees worldwide, we expand our salesforce, and we are now looking for sales representatives in the Nordics.
This important role, as a Security Services Sales, is responsible for leading the sales of Security Services to clients within a dedicated sales territory in the Nordics. Services will include consulting services, managed security services and system integration. Primarily the role is to identify and develop new business opportunities for increased sales to existing accounts or acquiring new 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. Services background is of key importance to this role, i.e., understand how to sell any kind of services. Your preferred background is from a services company, in particular selling complex deals with a combination of mss and consultancy selling. Background from a cybersecurity company is a strong merit. Your Role and Responsibilities : IBM Security is one of the leading Cybersecurity providers globally. With more than 8000 employees worldwide, we expand our salesforce, and we are now looking for sales representatives in the Nordics.
This important role, as a Security Client Executive, is responsible for leading the sales of Security Services and Solutions to clients within a dedicated sales territory in the Nordics. Services and Solutions will include consulting services, managed security services, system integration and product sales. Primarily the role is to identify and develop new business opportunities for increased sales to existing accounts or acquiring new 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. Services background is of key importance to this role, i.e., understand how to sell any kind of services. Your preferred background is from a services company, in particular selling complex deals with a combination of mss and consultancy selling. Background from a cybersecurity company is a strong merit.
The specific deal leading activities include:
Leading cross functional engagement teams on specific pre-qualification opportunities; - being responsible for the security value proposition: - selling the value of security solutions to prospective clients; - preparing client proposals and responding to RFI and RFPs.
Understand what the client asks for, be able to challenge the client. Being able to understand how to position a solution towards the client.
Strong networking skills will be crucial as you will be required to work with different parts of IBM throughout the lifecycle of a deal. Strong leadership skills are required as you lead the deal making, you have to lead, orchestrate and manage the other parts of the team to be able to be successful in this role. This will include the other 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.
You will have a demonstrable track record of sales leadership and a successful track record of leading teams in the pursuit of large (> $1m) opportunities is essential. Security services knowledge will be a significant benefit and essential for the role.