Description de l'offre
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
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
A passion for technology, innovation and creativity are key to this role's success
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:
Develop the “XYZ” territory assigned
Work in the field of Resilience, Automation and Orchestration of disaster recovery
Identify, qualify and generate demand from our installed base but also from our prospects customers
Present complex technical solutions and be able to articulate the technical and business benefits in front of a C-level audience
Evaluate customer needs and recommend high value-added solutions
Manage the end-to-end sales cycle and serve as a technical and commercial relay
Secure from customer technical staff commitments needed to ensure a deal's “technical close”
Co-ordinate closely with internal sales, sales support, and service teams to align solution design with customers' business requirements
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
Opportunistically pursue additional business development opportunities within your assigned territory
Actively participate and eventually develop campaigns to raise the market awareness and reach on Resiliency Orchestration and Cyber Incident Recovery solutions from IBM
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
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
Security incident management
Business Resiliency principles
Business Continuity Planning / ISO
Security Management / ISO27001
Data and workload migration
Risk Management (eg. knowledge IRM methods or PRINCE2 Risk module)
RTO-RPO (Difference of SLO, SLA)
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
Role ( Job Role )
Solution Representative-Brand Specialist
State / Province
Primary job category
(0130) IBM Svenska Aktiebolag
Is this role a commissionable/sales incentive based position?
Up to 25% or 2 days a week (home on weekends- based on project requirements)
IBM Business Group
City / Township / Village
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.
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
Eligible to work in Norway, Denmark, Sweden or Finland without additional work permit or Visa
Early Professional Track
Not Applicable - Professional Hire
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