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Sr. Vendor Sales Specialist (IBM Security)

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Date: Aug 5, 2022

Location: Toronto, ON, CA, M6K 3H7 Vancouver, British Columbia, CA, V6B 1H5 Chicago, IL, US, 60654 GA, US

Company: Softchoice

Why you’ll love Softchoice:

We are a software-focused IT solutions and services provider that equips organizations to be agile and innovative, and for their people to be engaged, connected, and creative at work. That means moving them to the cloud, helping them build the workplace of tomorrow, and enabling them to make smarter decisions about their technology. By doing these things we help them create success for their customers and their people. 

We stand proudly for our people and support their success through career development and advancement. We are recognized and respected for our culture of inclusion and belonging, continuously striving to do what’s good for our people and communities. 

The impact you'll have:


The Sr. Vendor Sales Specialist will play a critical role in expanding IBM investments within our base of existing accounts, while also driving new customer acquisition motions, to increase IBM revenue and gross profit.Your strong IBM expertise will enable you to position Softchoice specific IBM offerings to customers and support our sales teams in presenting clear IBM value propositions to our clients, independently, and in conjunction with the appropriate supporting resources.

Through your consultative selling skills and experience, and engaging the correct Softchoice and IBM resources, the Sr. Vendor Sales Specialist is the catalyst to ensuring the right solution is positioned with the winning value proposition.

Who you'll be working with: 


The role reports to the Senior Manager, PreSales.

You will also be working closely with our Commercial, Enterprise, and Telesales teams. Along with our Marketing and Services organizations, your active support of the local IBM partnership is required for the successful execution.


What you'll do: 


You will be responsible for executing the IBM sales strategy in your territory, successfully performing against sales targets, and elevating our market position through competitive tactics. You will position IBM solutions based on observed marketplace demands and trends and participate in category GTM initiatives to strategically engage customers and motivate our sales teams to generate incremental IBM revenue.


  • Identify security requirements that IBM solutions can address
  • Work with Softchoice sellers to understand the value of IBM security solutions
  • Work with IBM security sellers and channels team to drive field level engagement
  • Leverage IBM programs to drive increased deal registration and overall profitability of the business
  • Drive a robust pipeline of IBM Sales Opportunities
  • Provide Pre-Sales Support to Sales Reps & Customers on IBM security Products & Solutions
  • Collaborate with sales to develop IBM business plans for assigned accounts and develop and foster opportunities to improve sales performance.
  • Participate in local customer events to deliver Softchoice content
  • Develop & Deliver training to Softchoice sales teams on IBM products
  • Engage with local Softchoice sales teams to sell jointly into sales territories and customer accounts
  • Forecast, track and analyze the bookings/pipeline of business in your territory


What you’ll bring to the table:


  • An understanding of IBM security products and services along with a willingness to learn
  • 3-5 years of sales experience (with IBM security products)
  • Strong expertise around IBM Security solution including QRadar (SEIM), MaaS360 (mobile), Guardium (data security) and Identity and Access solutions
  • Working knowledge of IBM security solutions
  • Industry Security frameworks
  • Understanding of IBM programs
  • Excellent customer-facing presentation skills
  • Strong analytical skills
  • Extraordinary presentation, communication, and influence skills
  • Ability to interact and communicate at the Executive level
  • The desire to be competitive and refuse to lose!

Not sure if you qualify? Think about applying anyway:

We understand that not everyone brings 100% of the skills and experience for the role.

At Softchoice, we offer opportunities to a diverse group including those with a variety of workplace experiences and backgrounds.  Whether you are new to corporate tech, returning to work after a gap in employment, or looking to transition and take the next step in your career, we are excited to learn more about you and encourage you to apply.  

Why people love working here:


  • We offer hybrid and remote working opportunities.

  • Comprehensive benefits from day one of employment.

  • We offer meaningful work and opportunities for career growth.

  • Our team members have 2 paid volunteer days per year to give back to a cause of their choice.

  • We offer an opportunity to build and grow a career in the technology industry.

  • Recognized as a Best Workplace in Canada by the Great Place to Work Institute for 17 consecutive years.

  • Softchoice has been certified as a Great Place to Work in the United States for several years.

  • We have also been recognized as a Best Workplace for Women, Best Workplace for Inclusion, Best Workplace for Giving Back and Best Place to Work for LGBTQ+ Equality.

  • We have raised over $3 million through Softchoice Cares, our grassroots fundraising organization.  

Inclusion & Equal opportunity employment:

We are an equal opportunity employer committed to diversity, inclusion & belonging. People seeking employment at Softchoice are considered without regard to any protected category including but not limited to, race, color, religion, national origin, age, sex, marital status, ancestry, disability, veteran status, gender identity, or sexual orientation.

Require accommodation? We are ready to help:

We are proud to provide interview & employment accommodation during the recruitment and hiring process. If you require any accommodation to apply or interview for a position, please reach out directly to We are committed to working with you to best meet your needs.

Our commitment to your experience:

We are committed to the safety of all applicants and team members. With that in mind, we have implemented digital interviewing for everyone. We understand that you may need to interview with distractions around you (such as children or furry friends) and we will be doing the same.

Before you start with us, we will conduct a criminal record check, verify your education, and check your references.

When you join Softchoice, we will onboard you remotely. Don't worry. It's quick, simple and you'll be connected with your new team in no time.


Job Requisition ID: 4267