IBM Security Services Sales Specialist in Amsterdam, Netherlands
This important role is responsible for leading the sales of Security Services solutions to clients within a dedicated sales territory in Belgium.Solutions will include consulting services, managed services and Security System 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;- 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 security solutions and bring deals to contract closure.The specific deal leading activities include:- Leading cross functional engagement teams on specific opportunities;- being responsible for the commercial and technical solution and value proposition;- selling the value of security solutions to prospective clients;- preparing client proposals and responding to RFPs- preparing and negotiating contracts to closure.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.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 for the role.
Sales leadershipExpertise in leading large deals (+1M€)Excellent communications skillsBachelor’s Degree (Master’s Degree preferred)At least 5 years’ experience in sales role in a systems integration environmentAt least 3 years’ experience in Security Experience working across diverse teams to facilitate solutionsExperience working with Security practitionersReadiness to travel in BeNeLux 50-75% (customer related travel)Dutch and French: Good knowledgeEnglish: Fluent
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