**Introduction** Start-up mentality with a 100-year history - that’s IBM! We are patent champions and constantly reinvent ourselves. With our innovative technologies, we revolutionize entire industries and business models. Sustainability, diversity, inclusion, lifelong learning, and flexible working are not just buzzwords for us - they are an integral part of our corporate culture. **Your role and responsibilities** Are you passionate about cybersecurity, sales, and consulting? Do you enjoy working with industrial companies? Are you excited to work for a market leader in Security Managed Services and Consulting Services? Then you've come to the right place! We are looking for a sales-oriented Security Business Development Leader to strengthen our CyberSecurity Services Go-To-Market team for the Defense & Government business unit in the Northern, Central & Eastern Europe region. You will be responsible for both existing contracts and new business. You will manage customer relationships and maintain connections with CISOs and other decision-makers. The Business Development Executive should exhibit exceptional business insight and executive level presence across all lines of a customer's business. The BDE must be able to demonstrate deep understanding of the customer's business, organization, culture, pain points, and compelling reasons to act. The BDE should be able to create, articulate, and sell an innovative business vision and value proposition. They should use the full capabilities of the IBM Corporation, so that customer executives clearly grasp the short and long-term business and financial value of a relationship with IBM. Your main focus will be business development, including new projects and service expansions with existing clients as well as acquiring new customers. You will have end-to-end responsibility throughout the sales cycle - from identifying and developing new leads, creating proposals, to closing contracts and ongoing customer support. You will steer the opportunity-to-order process, develop optimal solutions with subject matter experts based on a clear understanding of customer requirements, position these solutions against competitors, and ensure they are competitive from both contractual and financial perspectives. After onboarding, you will represent IBM's comprehensive CyberSecurity Services portfolio to clients and colleagues alike. You will support selected clients in Defense & Government sector in Northern, Central & Eastern Europe. You may also occasionally act as a consultant in external client projects, for example in Security Strategy, Risk and Compliance, or Threat Management. You are well-versed in current methods, regulatory standards, technologies, and future trends in IT security. You bring many years of professional experience (ideally in security sales or consulting) and are confident in independently fulfilling your role. You have experience in selling complex (security) solutions and services and possess strong technical and commercial understanding, enabling you to identify, qualify, support, and close business opportunities. #DoYourBestWorkEver #IBMSecurity #IBMCyberSecurityServices **Required technical and professional expertise** Lead and grow a team of threat management professionals, providing guidance, mentorship, and oversight to ensure high-quality service delivery Build and maintain strong relationships with clients, identifying Collaborate with other practice leaders to develop and deliver integrated cybersecurity solutions that address clients' threat management and incident response needs Stay up-to-date with industry trends, threats, and best practices in threat management, and apply this knowledge to develop innovative solutions and services Contribute to the development of thought leadership content, such as whitepapers, articles, and webinars, to showcase the firm's expertise Identify and pursue new business opportunities, developing proposals and pitches to win new clients and projects Required Professional and Technical Expertise: Business fluent, English: Fluent Extensive experience in sales and business development Professional experience as a Security Consultant (f/m/x) or in similar roles Advanced knowledge in IT security and common security standards (e.g., ISO 27001, BSI Basic Protection, NIST 800 Series) Practical experience in information security management, security risk and compliance, threat management, cloud security, or similar areas **Preferred technical and professional experience** * Experience in sales roles for security consulting and/or security managed services * Existing network of decision-makers in Defense & Government * Knowledge of industry-specific security requirements and frameworks 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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.