Cybersecurity Field Sales Representative

3 weeks ago

Mumbai, India 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**
Randori, an IBM Company and the leading provider of external Attack Surface Management and Continuous Automated Red Teaming is looking for a Security Field Sales Representative for the Northwest/Pacific Territories. You will act as a sales consultant who demonstrates first-hand knowledge of security strategy and implementation. This role as an experienced enterprise sales professional, will allow you to demonstrate your successes with large complex sales cycles within the Global Fortune 2000.

**Responsibilities of the Role**:

- Drive the full lifecycle of an opportunity - including prospecting, presenting, running product evaluations, quoting, negotiating etc.
- Align with your sales engineer to establish proper success criteria, run product evaluations to map to that success criteria etc.
- Exceed booking, revenue, and pipeline quota targets
- Partner with Product teams to prioritize feature requests, bugs, support requests etc.
- Partner with Marketing to analyze messaging and positioning, quantify brand awareness, coordinate marketing campaigns etc.
- Be part of a fast-paced, category creating company with unlimited potential
- Be aware of the broader security strategic context and familiar with the key concepts in that area

**Required Technical and Professional Expertise**
- 5+ years of successful enterprise sales experience
- 5+ years' experience in Cybersecurity and ideally experience in the vulnerability management and pen testing markets
- Experience interacting with C-level contacts and the ability to articulate an executive message
- Experience in successfully selling large, multi-stakeholder deals, create demand, and progress opportunities to close
- Experience driving a consultative selling engagement, developing deep understanding of client's business environment, understand pain points, and design a solution
- Knowledge of overall territory management & forecasting systems

**Preferred Technical and Professional Expertise**
- None

**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.

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**

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 F

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