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Sales Engineer - IBM Security

Company: Arrow Electronics, Inc.
Location: Santa Clara
Posted on: January 24, 2023

Job Description:

Position:Sales Engineer - IBM SecurityJob Description:Arrow is seeking a Sales Engineer - IBM Security - to provide technical direction and business guidance to our channel partner community in North America. As a Sales Engineer, you will be accountable for partner enablement goals by driving innovative technical programs and overseeing day-to-day technical account-level activities. You will be responsible for evangelizing, positioning, and architecting solutions for channel partners within your assigned region or technology focus. The successful candidate will have experience architecting security solutions and IBM security offerings in cloud, hybrid, and virtualized environments.What you'll be doingAs a Brand Solution Technical Sales Onboarding Representative, you'll work closely with business partners to develop relationships, understand their needs, earn their trust and show them how IBM's industry leading solutions will solve their problems whilst delivering value to their business.

  • Developing strategies for partners entering or expanding into the IBM security portfolio.
  • Defining and providing a roadmap detailing the feasible IBM Security solutions that complement and enhance partners existing skillsets
  • Consultatively building credibility and trust at all levels, internally and externally, to develop successful IBM security partners.
    • Works in partnership with sales and marketing teams to develop and implement specific industry and account penetration strategies, produce account specific product and sales enablement plans, provide assessments and drive leads from identification to sale completion.
    • Provides technical leadership and direction to channel partners and sales staff with pre-sales activities in the assigned market on behalf Arrow's supplier, IBM.
    • Leads in the discovery, analysis, design, demonstration, and refinement of fully integrated technology solutions
    • Demonstrates technical leadership and subject matter expertise on IBM Security solutions and competitive offerings in the modern data center.
    • Acts as technical expert and consultant to develop and propose solutions that meet the technology and business requirements of assigned channel partners and their end-users.
    • Makes technical and sales presentations to channel partner's technical and sales staff
    • Working with Arrow marketing teams to create and produce digital channel-ready technical content that is published to Arrow social media sites and networks.
    • Serves as a trusted technology influencer to channel partners and serves as an internal Arrow resource on technical plays or specific business applications and outcomes within an assigned market segment.
    • Successfully builds relationships with the Arrow account team, partners and end users in support of sales objectives, engages and leverages Arrow horizontal resources, abilities, budgets and personnel as appropriate.
    • Leads IBM Security technical sales calls with and on behalf of channel partners.
    • Qualifies IBM opportunities in the terms of end customer technical requirements, competition, decision making process and funding in partnership with Arrow channel partners.What we are looking for?
      • Experience of successfully working collaboratively to translate business goals into technical solutions and advising teams on optimal technology strategies to achieve business results.
      • Exceptional interpersonal and communication skills, and a proven record of influencing consensus across diverse groups of senior stakeholders within enterprises.
      • Excellent communication skills. Communication is a primary skill required for onboarding specialists. They need to be able to convey the right information in a clear tone. Their interaction with the customer and/or the new employees should be reasonable, correct, and to the point.
      • IBM Security Product Knowledge. Another key skill an onboarding specialist needs to have a good grasp of product qualities and capabilities, along with the necessary technical knowledge. To be able to understand customer problems and touchpoints, having clear communications is a must.
        • Ability to prioritize and meet deadlines
        • Results driven
        • High level of business and sales acumen
        • Strong organizational and interpersonal abilities
        • Requires in-depth knowledge and experience with IBM Security solutions
        • Industry certifications and/or experience with modern data center/cloud solutions
        • Ability to conduct effective group presentations and/or trainingsExperience / EducationTypically requires a minimum of 8 years of related experience with a 4-year degree; or 6 years and an advanced degree; or equivalent experience.What's in it for You?At Arrow, we recognize that financial rewards and great benefits are important aspects of an ideal job. That's why we offer competitive financial compensation, including various compensation plans, and a solid benefits package.
          • Medical, Dental, Vision Insurance
          • 401k, With Matching Contributions
          • Generous Paid Time Off
          • Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
          • Growth Opportunities
          • Short-Term/Long-Term Disability Insurance
          • And more!Annual Hiring Range/Hourly Rate:$90,500.00 - $185,625.00Actual compensation offer to candidate may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at offer. Location:US-GA-Georgia (Remote Employees)Remote work employees may be required to be present at the closest designated Arrow office for work-related purposes, at the Company's request and sole discretion.Time Type:Full timeJob Category:SalesEEO Statement:Arrow is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, gender, age, sexual orientation, gender identity, national origin, veteran or disability status. (Arrow EEO/AAP policy)Arrow COVID-19 Vaccination Policy:Arrow requires new employees in the United States to provide proof of full COVID-19 vaccination prior to beginning work, except where prohibited by law. This requirement may not apply to supply-chain service employees assigned to work at a light industrial facility, warehouse, distribution center, or in-plant store, who are instead subject to location-specific safety requirements.

Keywords: Arrow Electronics, Inc., Santa Clara , Sales Engineer - IBM Security, Sales , Santa Clara, California

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