zSecurity Technical Sales Specialist

Company: IBM
Location: Holly Springs
Posted on: November 22, 2021

Job Description:

Introduction

Client Technical Specialists (CTP) are the technical experts and advisors to clients, IBM sales teams and/or IBM Business Partners. As a CTP you understand the client's business requirements, technical requirements and/or competitive landscape. You apply your business insights, build and maintain client relationships, incorporate hardware, software and services into client-valued solutions and ensure client readiness for the implementation of technical solutions. This is an opportunity to shape the future for both IBM and its clients. Start your journey now!



Your Role and Responsibilities

As a security pre-sales Client Technical Professional, you are IBM's technical consultant for IBM's Guardium on Z product(s). Responsibilities will include, but are not limited to, collaborating with IBM sales teams to define, design, and detail the technical aspects, determine the feasibility of proposed solutions, deliver solution workshops, product demonstrations, technical education, and proof of concepts. You will support technical escalations, design solutions, and answer technical questions throughout the sales process to progress and close sales and develop customer relationships.



As a subject matter expert in zSecurity trends and imperatives, you will provide thought leadership and strategic direction to expand zSecurity software sales. You will be part of a team including client executives, software brand reps, GBS services, and ISV partners. This role is part of a NA Security team.







Further Responsibilities:

-Partner with Software Brand Specialists, Client Leads, Client Reps, Client Architects, and Client Technical Professionals to provide guidance, expertise and sales assistance

-Call on customers at all levels of the business during all stages of the sales cycle

-Hold discussions with a wide range of attendees including technical and business executives, management, and technical staff

-Maintain understanding of the client's industry, including industry trends, industry business processes



Key Attributes:



- Ability to understand business problems and articulate a solution based on security software technology and encryption

- Strong knowledge of selling/deploying security solutions in all industries.

- Understanding of security competitive technologies and their market

- Demonstrated communication and customer facing skills

- Ability to speak to an audience both large and small.

- Proven presentation and organizational skills

- Team player within functionally diverse groups

- Self-motivated with an ability to function with little direction







Required Technical and Professional Expertise

At least 3 years experience working with a z/OS operating system and products

At least 3 years' experience working with DB2 on z/OS. Ability to use database tools such as QMF, DB2I, DB2 Administration Tool

Conversational knowledge of IMS and VSAM

At least 1 year experience in selling enterprise solutions in the security market with history of technical sales success

Basic knowledge of current security threats, what to look for and how to mitigate them

Basic knowledge of encryption technology on z/OS, including fluency with ICSF and database encryption technology for DB2 and IMS on z/OS.

Readiness to travel 25 - 50% annually

English: Fluent







Preferred Technical and Professional Expertise



At least 2 years experience in Consultative Selling

At least 2 years experience in Performing Negotiations

Knowledge of security software solutions, hands on experience with Guardium for z/OS, RACF and ICSF Knowledge of competitive security landscape

Bachelor's Degree

Certified in CISSP, CISA, CISM, IBM Certified DB2 System or Database Administrator







About Business Unit

IBM 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.



This job requires you to be fully COVID-19 vaccinated prior to your start date, where legally permissible. Proof of vaccination status will be required. If you are unable to be vaccinated due to medical, pregnancy or religious reasons, we offer accommodations in accordance with applicable law.



Your Life @ IBM

What matters to you when you're looking for your next career challenge?



Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities - where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust - where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.



Impact. Inclusion. Infinite Experiences. Do your best work ever.





About IBM

IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.



At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.





Location Statement

IBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:



--12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.

--World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.

--Well-being programs to support mental and physical health.

--Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).

--Select educational reimbursement opportunities.

--Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.

--Giving and volunteer programs to benefit charitable organizations and local communities.

--Discounts on retail products, services, and experiences.



This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.



We consider qualified applicants with criminal histories, consistent with applicable law.





Being You @ IBM

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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Keywords: IBM, Cary , zSecurity Technical Sales Specialist, Sales , Holly Springs, North Carolina