Identity SME

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 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