Solution Sales for Resiliency Orchestration

Job description

About IBM Resiliency Orchestration
IBM Resiliency Orchestration helps our customers to orchestrate and simplify the disaster recovery management, reduce risk and improve availability, efficiency and business confidence.
At the same Resiliency Orchestration capabilities help to mitigate the impact of cyber disruption with an orchestrated resilience approach that helps identify risks, protect applications and data and rapidly recover IT.
IBM Resiliency Orchestration can automate the workflow of our customers DR environment for a more predictable, simplified and always-on operation, leading to reduced risk, cost and testing time.

Job Role Description:

As a Technical Sales Specialist for Resiliency Orchestration you will lead the qualification, marketing and closure of complex service proposals to meet highly varied demands and requirements.

As a member of our team, you will

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support sales productivity and deal progression in multiple complex pre-sales solution situations

· 
support deals with technical solution

· 
influence customer technical teams in CTO, Business Risk and Line of Business areas

· 
understand business requirements and navigate technical constraints

· 
collaborate within a virtual team of sales, service, engineering, and technical support personnel to develop deal proposals include technical solutions that accurately address customer technical and business needs

· 
shape technical solutions to address the business needs from customers

· 
secure customer “technical buy-in” and support the sales process ensuring solutions are appropriately supported by key customer technical and business decision-makers

· 
influence the offering development teams to adapt the various solutions and meet your market demands

The ideal candidate will have a collaborative approach and harness team spirit and will be able to take on a leadership role if needed.

You will bring some essential capabilities to the role such as:

· 
Service and client oriented focus is a must

· 
Sales and/ or pre-sales experience for complex technical solutions

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A passion for technology, innovation and creativity are key to this role's success

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experience in related areas such as business continuity, risk management, security and business / technical recovery

· 
reasonably deep technical infrastructure knowledge

· 
expertise and track record in developing and selling technical solutions

· 
a proven ability to multitask while managing your priorities under pressure

· 
experience working within a large, complex organisation

Your responsibilities will be:

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Develop the “XYZ” territory assigned

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Work in the field of Resilience, Automation and Orchestration of disaster recovery

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Identify, qualify and generate demand from our installed base but also from our prospects customers

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Present complex technical solutions and be able to articulate the technical and business benefits in front of a C-level audience

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Evaluate customer needs and recommend high value-added solutions

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Manage the end-to-end sales cycle and serve as a technical and commercial relay

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Secure from customer technical staff commitments needed to ensure a deal's “technical close”

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Co-ordinate closely with internal sales, sales support, and service teams to align solution design with customers' business requirements

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Work closely with pre-sales teams and other lines of service to propose and design the right solution tailored to customer requests

· 
Secure input from all necessary solution stakeholders within the customer and adapt solutions, as necessary, to ensure appropriate support

· 
Signature of the deals

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Opportunistically pursue additional business development opportunities within your assigned territory

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Actively participate and eventually develop campaigns to raise the market awareness and reach on Resiliency Orchestration and Cyber Incident Recovery solutions from IBM

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Provide first-line technical support for software evaluations and/or pilot projects

· 
Provide answers to (technical) questions in a Request for Information(RFI) or a Request for Proposal(RFP)

· 
Design, plan and execute Pilots and Proof of Concepts

Technical Skills:

General infrastructure skills in at least 2 Operating Systems: Linux, Windows, AIX, Solaris, HP-UX, etc.
General infrastructure skills in x86 virtualization technologies like VMware and Microsoft Hyper-V
A/A, A/P, HA-DR, Load Balance solutions

Technical DR methods eg:
Replication technology principles e.g. Zert0, Global Mirror PPRC/XRC, v-Replication, SRDF
Recovery governance / execution methods - VMWare Site Recovery Manager, Azure Site
Backup / Recovery technologies (SP, Commvault, VEEAM, etc.)
Storage technologies (eg COS, Actifio, Disk replication)
DB replication technologies - Oracle Dataguard, DB2, SQL methods
Networking WAN/LAN principles, VPN, ports

Security, Business Continuity and Disaster Recovery skills:
Security principles, methods and risks / vulnerabilities
Confidentiality / Integrity / Availability principles and where Disaster Recovery fits
Malware vulnerabilities
Security incident management
Access control

Business Resiliency principles

Business Continuity Planning / ISO
Security Management / ISO27001
Data and workload migration
BIA/Impact assessment
Risk Management (eg. knowledge IRM methods or PRINCE2 Risk module)
RTO-RPO (Difference of SLO, SLA)

DR principles

DR Test Management
DR Governance, reporting, risk reporting in large enterprises
DR Gap analysis

We are looking for a candidate located in Denmark, Finland, Norway or Sweden.

Auto req ID

171851BR
Required Education

Bachelor's Degree
Role ( Job Role )

Solution Representative-Brand Specialist
State / Province

STOCKHOLMS LÄN
Primary job category

Sales
Company

(0130) IBM Svenska Aktiebolag
Contract type

Regular
Employment Type

Full-Time
Is this role a commissionable/sales incentive based position?

Yes
Travel Required

Up to 25% or 2 days a week (home on weekends- based on project requirements)
IBM Business Group

GTS
Preferred Education

Master's Degree
City / Township / Village

KISTA
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.
Required Technical and Professional Expertise

All of the above and :
Fluent in English and at least one of the Scandinavian languages.

Country/Region

Denmark, Finland, Norway, Sweden
Preferred Technical and Professional Experience

Technical Certifications: infrastructure operating systems, replication technologies, storage, clustering technologies, virtualization is a plus
Business Continuity and Risk Management Certifications is a plus (BCI, BCM, DRI CBCP, ISO 22301, etc.)

Secondary Job Category

Solution Sales
Eligibility Requirements

Eligible to work in Norway, Denmark, Sweden or Finland without additional work permit or Visa
Position Type

Professional
Early Professional Track

Not Applicable - Professional Hire