Identity SME ID-1353
Introduction
As an Identity SME, you will play a crucial role in driving Identity sales success by providing technical expertise, delivering compelling client presentations, and leading enablement efforts for market and field sales teams. You will help position IBM's Identity Platform by educating stakeholders, developing industry-specific sales plays, and ensuring effective deal progression. Your ability to demonstrate IAM solutions, articulate business value, and establish yourself as a thought leader will be key to success in this role.
Your role and responsibilities
Client Engagement & Value Articulation
- Deliver engaging presentations and demonstrations to clients, highlighting the benefits of Access Management, IGA, ITDR, and CIAM solutions.
- Act as a trusted advisor, helping clients understand how IBM's IAM portfolio aligns with their security and business objectives.
- Support sellers in positioning IBM's IAM offerings within deal cycles, assisting with technical objections and value-based selling.
Sales Execution & Deal Progression
- Own and drive cadence calls with field sellers to ensure deal progression and pipeline health.
- Work closely with account teams to support deal strategy, competitive positioning, and customer engagement.
- Provide input on opportunity qualification and technical validation during the sales cycle.
Sales Enablement & Market Education
- Lead and execute enablement sessions for the market and field sales teams to educate them on IAM value propositions.
- Develop sales plays tailored to specific industry verticals, ensuring alignment with market needs.
- Collaborate with internal stakeholders to refine go-to-market (GTM) strategies and messaging.
This job can be performed from anywhere in the US.
Required education
Bachelor's Degree
Required technical and professional expertise
Demonstration & Solution Expertise
- Develop a deep understanding of IBM's IAM products and deliver technical demonstrations to clients.
- Clearly communicate technical capabilities, integrations, and differentiators of IBM's identity solutions.
- Stay up to date on industry trends, emerging threats, and IAM best practices to maintain technical credibility.
Thought Leadership & Market Influence
- Establish yourself as a thought leader by contributing to industry discussions, publishing content, and engaging with security communities.
- Represent IBM's IAM solutions at industry events, conferences, and webinars.
- Collaborate with marketing teams to create educational content and materials that resonate with clients and partners.
Preferred technical and professional experience
- Proven sales experience, with the ability to engage both technical and business stakeholders
- Strong presentation and storytelling skills, capable of articulating the value of IAM solutions
- Hands-on experience with IAM technologies, including Access Management, IGA, ITDR, and CIAM
- Ability to develop sales plays that align with industry-specific security needs
- Experience leading enablement efforts, educating sellers, and supporting deal progression
- Proactive mindset with a passion for cybersecurity and digital identity
ABOUT BUSINESS UNIT
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
YOUR LIFE @ IBM
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
ABOUT IBM
IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
OTHER RELEVANT JOB DETAILS
IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:
- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
- Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences
We consider qualified applicants with criminal histories, consistent with applicable law.
This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.
IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.
The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.
This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. Remote Data Entry, $35/hr, No Experience, Evening/Night Job Phone Support, Remote, $35/hr, No Experience, Part-Time Customer Support, $40/hr, Weekend Job, Remote, No Degree Entry Level Phone Job, $42/hr, Remote, No Degree Required Virtual Assistant, $45/hr, Remote, No Experience, Night Job Virtual Assistant, No Experience, $40/hr, Remote, Part-Time Live Chat Support, $45/hr, Part-Time, Remote, No Degree Virtual Assistant, No Degree, $45/hr, Remote, Part-Time Customer Support, $50/hr, Night Job, Remote, No Experience Remote Data Entry, $50/hr, No Experience, Evening/Night Job Data Entry, $50/hr, Remote, Evening Job, College Student Live Chat Support, $40/hr, Weekend, Remote, College Student Data Entry, $40/hr, Evening Job, No Experience, Remote Customer Support, $40/hr, Weekend Job, Remote, No Degree Remote Phone Support, $40/hr, Evening, No Experience Required Remote Moderator, $42/hr, Part-Time, Weekend, No Degree Remote Customer Support, $45/hr, No Experience, Part-Time Phone Job, $50/hr, Remote, Part-Time, College Student Remote Live Chat, $50/hr, College Student, No Experience Evening Virtual Assistant, Remote, $40/hr, No Experience Virtual Assistant, $40/hr, Weekend, Remote, No Experience Live Chat Support, $50/hr, Remote, Night Shift, No Degree Virtual Assistant, $35/hr, Evening, Remote, College Student Remote Data Entry, $42/hr, Evening/Night Job, No Experience Evening Virtual Assistant, Remote, $40/hr, No Experience Virtual Assistant, $40/hr, Evening, Remote, College Student Virtual Assistant, $40/hr, Remote, No Experience, Night Job Data Entry, $50/hr, Night Shift, No Degree, Remote Job Live Chat Support, $40/hr, Weekend, Remote, College Student Data Entry, $45/hr, Remote, Night Job, No Degree
