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Job Title:Experienced Sales Executive, Data Protector
Job Description: Data Protector Sales Specialist Micro Focus is one of the world's largest enterprise software providers, focused on solving the IT dilemma-how to balance today's needs with tomorrow's opportunities. We deliver mission-critical technology that helps tens of thousands of customers worldwide manage core IT elements of their business. Strengthened by our strategic services and support organizations, and an extensive partner network, our broad set of technologies for security, IT operations, application delivery, governance, modernization, and analytics provides the innovative solutions organizations need to run and transform- at the same time. The Sales Specialist for the Data Protector portfolio drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities. Territory will be western half of North America. Data Protection: Enterprise Backup & Recovery Solutions | Micro Focus You'll be responsible for:- 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.
- Creates and grows reference customers.
- Sell complex products or solutions to customers on a partnership basis.
- 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.
- 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
- 25% travel within region is possible
- University or bachelor's degree.
- 5+ years of related sales 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.
- Master level knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
- Strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
- Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.
- In-depth knowledge of client's business, organizational structure, business processes and financial structure.
- Considerable knowledge of the customer's infrastructure and architecture.
- how to successfully drive services sales in accounts - prospecting, negotiating and closing deals.
- Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
- C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
- Excellent project oversight skills, forecasting skills
- Works effectively with our partners to drive additional revenue.
- Promotes services as part of all strategic opportunities.
- Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.