AppSec Account Manager

Contenu de l'offre AppSec Account Manager chez Micro Focus

Job Description:

Micro Focus is one of the world’s largest enterprise software providers, delivering the mission-critical software that keeps the digital world running. We combine pragmatism, discipline, and customer-centric innovation to deliver trusted, proven solutions that customers need in order to succeed in today’s rapidly evolving marketplace. That’s high tech without the drama.

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas.

Responsibilities:

Develops long term sales pipeline to increase the company's market share in specialized area. Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area. Provide support to the Account managers. Set direction for business development and solution replication. Creates and grows reference customers. Sell complex products or solutions to customers on a partnership basis. Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry. Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions. Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities. Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics. Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

Education and Experience Required:

University or Bachelor's degree; Advanced University or MBA preferred. Directly related previous work experience. Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface. Prior selling experience includes multiple, diverse set of selling responsibilities. Viewed as expert in given field by company and customer. Considered a mentor of selling strategy, including designing strategy. Typically 12+ years of related sales experience. Project management skills required. 3-5 years' experience.

Knowledge and Skills:

Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions. Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution. Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals. Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements. Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client. Understand and sells high value software solutions. Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

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Job:

Sales

Micro Focus is proud to be an Equal Opportunity Employer. Prospective employees will receive consideration without discrimination because of race, colour, religion, creed, gender, national origin, age, disability, marital or veteran status, sexual orientation, genetic information, citizenship or any other legally protected status