Global Complex Solution Executive - Security Services

Job ID GTS-0622128 Job type Full-time Regular Work country Canada Position type Professional Work city Markham Posted 27-Nov-2013 Travel 50% travel annually Job area IT & Telecommunications (non consulting) Business group Global Technology Services Job category Consultant Business unit Int Tech Svcs Job role Security & Privacy Consultant Job role skillset General Commissionable/Sales-Incentive jobs only No

Job description

The Global Security Services Client Solution Executive (CSE) is the lead sales executive for complex security engagements that integrate multiple custom security offerings including security services, software group security products, and x-lob & partner solutions. The Client Solution Executive is responsible for the overall sales strategy that drives closure of selected complex security solutions. Executive communication and coordination is critical to the success of our complex engagements. The CSE will 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. The Client Solution Executive must be comfortable developing materials and presenting to senior client executives, which can include the CIO, CISO and evaluation committees. They are required to have an in-depth understanding of the client's business, goals, strategies, and industry trends and directions. The CSE is responsible for coordinating multi-disciplined solution teams, and integrating IBM & non-IBM security products and services required to meet the client business needs. They will lead multiple opportunities concurrently although typically in different sales stages and have assigned contract signings, expense, and customer satisfaction targets. Assumes additional responsibilities as assigned. ENVIRONMENT: Develop an in-depth working knowledge of the client and an ability to market very complex IBM security solutions, products, and services that are specific to an industry. Understand the framework within which an industry operates and the underlying competitive strategies. Recruit partners, form and dissolve alliances in an industry. COMMUNICATION/NEGOTIATION: Teamwork at highest levels. Leads large, very complex security engagement teams responsible for the development of deliverables, such as client proposal and presentations. Drives and manages an effective partnership with the clients through contact with executive management and individuals that influence executive team. Conducts client negotiations on very complex issues at the senior executive level reaching lasting agreements and commitments. PROBLEM SOLVING: Anticipates future client problems in industry and information technology trends and develops realistic visions and strategies based on risk-management plans. Makes decisions based on scope of the deal and possible trade-offs to best meet client's objectives within the limits necessary to win the contract. Applies creativity and judgment in developmental work on very complex opportunities or other projects within the business environment. IMPACT ON BUSINESS/SCOPE: Accountable for business unit and specific personal objectives, including contract signings, profit, expense, and customer satisfaction. Develops the strategies and tactics that will win the business, including teaming arrangement, alliances, subcontractors, competitive strategies, tactics and responses. Manages to a high level of customer satisfaction. Designs and implements plans to increase customer satisfaction. Has overall responsibility for the final proposal to the client.

Required Bachelor's Degree At least 5 years experience in 5 years experience in busniness development role At least 5 years experience in working in projects related to one of the core domains At least 1 year experience in working in international development roles At least 5 years experience in working across diverse teams to faciliate solutions At least 1 year experience in working with security consulting teams At least 5 years experience in management consulting and systems integration English: Fluent

Preferred Master's Degree At least 10 years experience in 5 years experience in busniness development role At least 3 years experience in working with security consulting teams At least 8 years experience in management consulting and systems integration Certified in CISSP

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.