Description
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
As an IBM Security Digital Trust Pre-sales Technical Specialist, you are IBM’s technical sales consultant to our clients and a technical sales leader for IBM sales teams. You will be expected to have an in-depth technical understanding of our Data Security Software solutions and have a good technical understanding of the Identity and Access Management offerings within IBM’s Digital Trust Portfolio. You will learn your client’s business requirements, technical requirements, and competitive landscape and apply your technical knowledge and experience to bring new solutions to your assigned customers. You will be responsible for collaborating with IBM sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions. You will deliver solution workshops, product demonstrations, technical education, Proof of Concepts and be the technical lead on RFP responses.
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
As an IBM Security Digital Trust Pre-sales Technical Specialist, you are IBM’s technical sales consultant to our clients and a technical sales leader for IBM sales teams. You will be expected to have an in-depth technical understanding of our Data Security Software solutions and have a good technical understanding of the Identity and Access Management offerings within IBM’s Digital Trust Portfolio. You will learn your client’s business requirements, technical requirements, and competitive landscape and apply your technical knowledge and experience to bring new solutions to your assigned customers. You will be responsible for collaborating with IBM sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions. You will deliver solution workshops, product demonstrations, technical education, Proof of Concepts and be the technical lead on RFP responses.
You will support technical escalations, design solutions, and answer technical questions throughout the sales process to progress and close sales opportunities and develop customer relationships. You will assist the IBM sales team with quantifying the value proposition of our solutions for our clients.
This is a customer facing role and the candidate must be comfortable and confident working with IT and Line of Business Executives and be able to work effectively in a collaborative role with IBM sales teams and business partners.
Successful candidates will:
- Demonstrated technical and business value aptitude
- Demonstrated customer-facing, presentation, written communication, and interpersonal skill
- Have experience in presenting the value proposition of Data Security solutions to C-level and have the ability to articulate the technical benefits of IBM’s IT portfolio products, solutions and services to all levels in customer’s organization
- Be capable of presenting and articulating the differentiated value of IBM Data Security solutions compared to competitors in the market
- Have experience in successfully executing PoTs / PoCs and extensive demonstrations in complex and competitive sales situations
- Taking initiatives to own accounts and issues and driving team members toward common goal of winning business
- Have experience in technical solution design / architecture for security solutions, including product sizing, and technical and quality assurance processes
- Ability to identify the client’s business and technical requirements
- Ability to build and maintain relationships with key decisions makers and influencers at you clients
- Ability to assist with Request for Proposal (RPF)/Request for Information (RFI) and other technical questionnaires.
- Ability to provide technical assistance for marketing activities: Regional Workshops, User Group Meetings, Sales Seminars, Meet-ups and Trade Shows
Required Technical and Professional Expertise
- Technical knowledge with Data Security/Guardium
- Technical knowledge with industry Discovery and Classification products
- Technical knowledge with Encryption & Key Management
- Consultative sales approach
- Demonstrated written and oral communication skills, detail-oriented approach to problem solving
- Understand operational and security challenges in a large enterprise and common pain points
- At least 3+ years experience in a Technical Role/Technical Sales Role
- At least 3+ years experience in a client/customer facing role
Preferred Technical and Professional Expertise
- Wide range of Security Technical knowledge (SOC operations, etc.)
- Understanding of Identity and Access Management offerings would be an asset
- Bilingual in English in French is an asset
