**Job Description** **Security Services Sales Representative – Federal Government / US Public Sector** Are you a security guru who loves a challenge? We are looking for an experienced and dedicated Security Services Sales Representative within the Federal Government / US Public Sector. Cybersecurity is one of the most critical issues of our generation. No other company has the powerful combination of talent, industry-leading security technology, global reach and cognitive capabilities—powered by Watson—to combat cybersecurity threats. **Your Role** The Security Services Sales Representative manages a territory that includes named accounts in the US Federal Sector (Federal Government). http://www-935.ibm.com/services/us/en/it-services/security-services/ The main focus of this role is Opportunity Identification and Opportunity Ownership. The candidate must have the ability to develop security pursuit strategies in key accounts and support new business opportunities which include defining sales opportunities, determining engagement scope & cost projections, formulating potential security solutions based on client requirements, and functioning as the Security Sales Subject Matter Expert (SME) across the assigned territory. Candidate should demonstrate the use of consultative sales techniques to develop and broaden sales opportunities throughout the territory. Given the dynamic nature of the security market, it is critical that candidates are self-motivated and highly organized to be successful. ******This role is based in the Washington, DC area; and must be able to travel as needed for other responsibilities related to Federal Sector engagements. Required travel is 25% depending upon engagement and pursuit requirements.** **Your Skills and Abilities** The ideal candidate will have a demonstrated security background and experience in managing broad geographic and diverse matrix teams. This position is the focal for all Security Services offerings, so general industry knowledge is essential. As this is a role focused on our Federal/Public Sector customers, it is critical to have knowledge of the specific nuances distinguishing this community and their business, risk, compliance and other unique requirements. Must have demonstrable ability to build IBM relationships, become a trusted advisor and influence for positive outcomes. Candidate must possess strong analytical skills and ability to translate data into client solutions & actions. Candidate must be a self-starter, well organized and a strong team player. **Your Responsibilities** Primary responsibilities include identification and ownership of new opportunities, go-to-market strategy including business partners, customer satisfaction, and financial performance across the assigned accounts. The Sales Representative must leverage established account relationships of the extended IBM sales teams in the Public Market, along with other opportunity identification channels, to drive Security Services solution sales. Security Services Sales Representative Responsibilities: + Manage the IBM Security Services portfolio business development and sales activity in named Accounts and Federal/Public Sector accounts + Manage Security Services Signings, Revenue and Profit objective attainment for named Federal Sector accounts + Executive and Client presentation development + Interlock with Security Services technical and delivery teams to drive qualified opportunities to close + Interlock with Security Brand and go to market teams in the Federal/Public Sector on Account planning and Business Development + Tracking and completion of post-signature IBM Contract registration processes **About Security Services** IBM Security Services helps companies to build a solid strategy and transform their security program. From strategic advisory consulting, incident response, design and deploy services to cloud and managed security services, IBM® has the expertise to help companies stay ahead of cyber criminals. IBM Security Services enables companies to activate global intelligence, innovate without introducing risk, and mature their security program over time. Learn more at: https://www.ibm.com/security/services **Your Life at IBM** We come to work thrilled knowing it will never be the same day twice. At IBM, you have access to a rare combination of experiences that together build a powerful, rewarding career for you. These experiences consist of: + Opportunity to do work that impacts not just your team but often the very lives of millions of people. You’re not just joining a big company, at IBM you’re joining a bigger cause. + Ability to discover the exact career you were meant to have by trying different roles, industries, technologies even locations, right within IBM. No other company gives you the career opportunities like IBM. + A company with a progressive and inclusive heritage based on leadership and a history of taking stands on things that matter. **EO Statement** 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. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status. SECHot_19 **Required Technical and Professional Expertise** + At least 3 years of experience in Security Services (Sales and/or Consulting) + At least 3 years of experience in consultative sales techniques + At least 3 years of experience in Federal/Government/Public Sector accounts + Effective communication skills: senior executive level presence and presentation skills in both written and verbal communications **Preferred Tech and Prof Experience** + At least 5 years of experience in services sales, with at least 3 years in security + At least 5 years of experience in the Public Sector + At least 5 years of experience in consultative sales techniques + At least 5 years of experience of demonstrated success in closing large complex deals + Candidate must be able to display leadership and account management skills in the Federal/Public Sector + Familiarity with the IBM Security Division products and services + Understanding of IBM Services leadership and organizational growth strategies to be able to comment on and participate in enhancements to organizational effectiveness **EO Statement** 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. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.