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- London, UK
- Full-time employment
- Posted on 24 Sep, 2018
- Start date:
- Visa Sponsor
- £ 35,000 per year
At Micro Focus, everything we do is based on a simple idea: The fastest way to get results is to build on what you have. Our software solutions enable organizations to do just that. Secure and scalable, with analytics built in, they bridge the gap between existing and emerging IT—fast-tracking digital transformations across DevOps, Hybrid IT, Security, and Predictive Analytics. In the race to innovate, Micro Focus customers have the clear advantage.
Our portfolio spans the following areas: DevOps | IT Operations| Cloud | Security | Info Governance | Big Data, Machine Learning, & Analytics
Currently, we are looking for Account Executive – IT Operations Management Software, who could strengthen our ITOM Sales Team based in London/Bracknell. The position can be Remote/Mobile as well with occasional visits to our London/Bracknell offices.
The successful candidate will be responsible for leading pursuit in the ITOM area. S/he will drive proactive campaigns to build the pipeline, use specialized knowledge and skills to prospect, qualify, negotiate and close opportunities.
- Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.
- Maintains knowledge of competitors in account to strategically position the company's products and services better.
- Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
- Provide support to other Account Managers and provide input regarding business development and solution expertise.
- Development of quota objectives and future direction for defined product category.
- Some specialists also responsible for selling outsourcing deals.
- Establish a professional, working, and consultative, relationship with the client, up to and 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.
- May invest time working with and leveraging external partners to deliver sale.
- Directs or coordinates supporting sales activities.
Education and Experience Required:
- University or Bachelor's degree, directly related previous work experience.
- Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
- Extensive selling experience within industry and on similar products.
- Typically 8-12 years of advanced sales experience.
- Project management skills required.
- 2-3 years of product sales in service management, network automation and management (Including SDN)
Knowledge and Skills:
- Is considered an expert in knowledge of ITOM offering as well as competitor's offerings to be able to sell large solutions.
- Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
- Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
- Understands the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
- Account planning and accurate account revenue forecasting skills.
- Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
- Cultivates & maintains positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs.
- Establishes a professional working relationship, up to the executive level, with the client.
- Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
- Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
- Deep knowledge of products, solution or service offerings as well as competitor's offerings.
- Understands how to leverage the company's portfolio and change the playing field on our competitors.
- Utilizes SFDC/Salesforce as an expert and accurately forecasts business.
- Understands and sells high value software solutions.
- Understands selling of services sales.
- Leverages services as part of strategic product sales.
- Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
- Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
About Micro Focus
At Micro Focus we provide our customers with a best-in-class portfolio of enterprise-grade scalable software with analytics built in. We put customers at the center of our innovation and build high quality products that our teams can be proud of.
Through our breadth of solutions, we are uniquely positioned to help our customers solve b
- Technology & IT
- Newbury, UK
- 1,001-10,000 employees
- Founded in 1976