Business Development Representative (Security Focus)

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, bright minds and keen co-creators will surround you - always willing to help and be helped - as you apply passion to work that will compel our clients to invest in IBM's products and services.

With first-class communication and empathy, you will collaborate closely with clients to develop reliable relationships that successfully accelerate the adoption of IBM technology. You will explain how IBM's industry leading solutions unlock the true potential of cloud and AI in their enterprises and build smarter businesses.

Your role and responsibilities

The IBM / Palo Alto Networks strategic partnership team is looking for a highly motivated Business Development Representative to build sales opportunities and form connections with our clients. This is an excellent opportunity to find new ways to help us achieve our shared client acquisition and revenue goals. As a business development representative, you'll become an expert in your client and use your expertise to identify and progress joint sell to, sell with, and embed opportunities.

Key responsibilities:

• Goal oriented. Must possess the skills to set goals, report on progress, and achieve results.
• Teaming! Be an excellent teammate by timely and authentic communication.
• Know your client, their industry, and the target marketplace.
• Research and identify new business opportunities - including new markets, growth areas, trends, customers, partnerships, products and services - or new ways of reaching existing markets
• Develop and execute strategies to achieve sales goal and reach target markets.
• Build and maintain positive relationships with customers, clients, and partners.
• Understand the needs of mutual target market/clients and be able to respond effectively with a plan of how to meet these needs
• Think strategically - seeing the bigger picture and setting aims and objectives to develop and improve the business and reach new audiences
• Work strategically - carrying out necessary planning to implement operational changes
• Accurate revenue forecasting.
• Have a passion for Security technologies, solving customer problems, winning every time.
• Constantly generate pipeline using creative techniques, tools, team collaboration, industry events and top tier channel partners.
• Demonstrate a true "value based" sales approach.
• Ability to collaborate with teams within IBM and partners externally
• Ensure alignment with overall sales strategies
• Possess strong communication skills and a drive to succeed
• Ability to anticipate and handle objections quickly

Required education

High School Diploma/GED

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Multiple years of experience in a direct customer-facing sales role
• Multiple years of selling IBM Security solutions.
• Expertise in building Security-driven business cases which clearly articulates value and differentiation at all levels of customer organizations.
• Understanding of network security, data and identity and access management
• Ability to articulate the business impact of security solutions, going beyond technical features to demonstrate how it can improve efficiency, productivity, and decision-making
• Communication and Presentation Skills: Possess strong, persuasive communication and presentation skills
• Previous ISV sales experience

Preferred technical and professional experience

• Business Acumen: Exhibit a strong understanding of business operations and financial benefits related to technology solutions, enabling clear explanations.
• Value Demonstration: Showcase a track record of experience illustrating how technology solutions deliver tangible operational and financial value at all organizational levels
• Ability to interpret data and use insights to enhance sales strategies and customer interactions
• Knowledge of Palo Alto solutions

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.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

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 be an IBMer?

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.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

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.

OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
• Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

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

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

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. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.