Customer Success Leader Security Emea

vor 2 Wochen

Zurich, Schweiz IBM Vollzeit

Introduction

A true change-agent, you'll hire and continually develop high performing teams who get IBM's products and services adopted, post-sale, to continually meet your customers' business goals.

Combining c-suite gravitas with developer-level approachability, you'll lead your teams as they co-create with clients to fully realise the value of their existing IBM products, whilst expanding their adoption of next-gen solutions from across IBM's wider portfolio.

Excellent onboarding training will set you up for positive impact and success, whilst ongoing development will continue to advance your career. Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by other leaders and colleagues. People who are always willing to help and be helped as you scale your territory, with and through your team, as they compel clients to continually invest in IBM's people, products, and services.

Your Role and Responsibilities

The Customer Success mission is to drive adoption, expansion, and retention of IBM technology to ensure that our customers achieve their intended business outcomes from our software and solutions. A natural at inspiring and motivating others, you'll support the mission of accelerating customer time-to-value of IBM software and developing ‘trusted-advisor' relationships with the clients by building and growing a strong team of security customer success managers across the EMEA region. We're passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing, your team is succeeding, and our clients are thriving. To help ensure this win-win outcome, a 'day-in-the life' of this opportunity may also include, but not be limited to:

- Increasing the rate and pace of enterprise contract adoption and software deployment.
- Ensuring visibility for regional senior leadership to key deployment achievement and deployment pipeline metrics.
- Increasing deployment opportunity pipeline and projects through customer business development workshops.
- Working with a diverse range of teams including sales, technical sales, services, and channel teams to help boost deployment pipeline.
- Providing focal point to market/region team for the coordination of all deployment reporting activity and inquiries related to security software.
- Launching, delivering and monitoring special programs/plays, as needed, to improve deployment pipeline and reduce deployment risk where identified.
- Supporting contract renewal efforts through content validation and demand generation.
- Developing skills of security customer success managers across the region through specialty workshops/training, communities of practice and other similar activities.

Required Technical and Professional Expertise
- 10+ years of experience with IT / software adoption and program management.
- 6+ years of experience in selling software / software as a service, experience with IBM Software is preferred.
- 6+ years of international management experience across Europe and ideally Middle East and Africa.
- 5+ years of experience in Consulting/Consultative selling.
- 4+ years of experience in complex enterprise software contracting.
- Solid management experience in managing cross-functional teams across multiple geographies.
- Business acumen, capable influencer with proven ability to build and maintain strong internal and customer relationships at all levels and ability to proactively collaborate and problem solve.
- Experience with Gainsight or similar Customer Success toolset.
- Experience with US technology corporations is a plus (e.g. AWS, IBM, Microsoft Azure)
- Fluent written and spoken English. Additional language spoken and/or written preferred.

Preferred Technical and Professional Expertise
- 15 years of experience with IT / software adoption and program management.
- 10 years of experience in selling software / software as a service, experience with IBM Software is preferred.
- 10 years of international management experience across Europe and ideally Middle East and Africa.
- 10 years of experience in Consulting/Consultative selling.
- 8 years of experience in complex enterprise software contracting.
- Fluent written and spoken German.

About Business UnitIBM 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 suppor

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