IBM Security Technical Specialist

• Demonstrated ability to develop “pre-sales” technical deliverables, such as architectural overviews, solution designs, presentations, demos, POCs, technical proposal writing (i.e., RFIs / RFPs), rough order of magnitudes (to include sizing and configurations), etc.
• Demonstrated ability to answer technical questions throughout the sales process in order to progress / close sales and develop customer relationships
• Demonstrated ability to gather information and conduct market research on competitor solutions
• Demonstrated ability to lead technical pre-sales activities in complex / competitive sales situations
• Demonstrated ability to work independently, or with a group, to ensure tasks are completed
• Ability to support Operations on prospecting calls, virtual meetings, and on-site visits by providing product demos, responding to technical questions, and explaining features in the context of solving the customer’s business problems
• Ability to present and articulate the differentiated value of IBM Security solutions compared to other competitors in the market
• Ability to create presentations / demos tailored to specific customer requirements and use cases
• Ability to educate / influence customers on the business value of using IBM Security products
• Ability to work closely with customers and Operations as a technical expert to demonstrate how a proposed solution meets / exceeds customer requirements
• Ability to understand both technical and non-technical documents relating to sales, product, and contractual information
• Commitment to apply technical knowledge and experience to recommend new solutions for customers and help customers understand the value proposition of new solutions
• Commitment to stay current with the IBM Security product suite and other industry trends
• Commitment to provide product feedback and functionality requests gathered during customer interactions to Operations

• Bachelor’s Degree in Information Technology, Mathematics, Computer Science, or Business Administration
• Knowledge of IBM Security products, capabilities and solutions, including the IBM Security AppScan suite, Application Security on Cloud (ASoC), etc.
• Demonstrated technical aptitude, business value aptitude, and being a Self Starter
• Must possess exceptional interpersonal, communication, and writing skills to interact with customers, other employees, and Operations
• 1-3 years experience in software pre-sales, sales engineering, or consulting a plus
• Basic knowledge of inside sales process and social selling
• Proficient in Microsoft Word, PowerPoint, Excel, and Outlook
• CTP must maintain 1 IBM sales and 1 IBM technical certification

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