Sales Account Manager

Contenu de l'offre Sales 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. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.

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. Set direction for business development and solution replication May act as a dedicated resource to a few strategic accounts. 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. 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. Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface. Considered a mentor of selling strategy, including designing strategy. Typically 12+ years of related sales experience. Project management skills required.

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. Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account. Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals. Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream. Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client. Utilizes Siebel as an expert and accurately forecasts business. 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