Data Security Pre-sales Technical Specialist

5 months ago

Markham, Canada IBM 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

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.
- 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

About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to

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