Enterprise Account Executive
Micro Focus
London
6d ago

Enterprise Account Executive Security, Risk and Governance - UKI About the Company -

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

Enterprise Account Executive - Application Delivery Management About the business :

Micro Focus is a leading global provider of security and compliance management solutions that intelligently identify and mitigate cyber threat and risk for businesses and government agencies.

Our security solutions protect enterprises and government agencies by providing complete visibility and critical insights into their IT infrastructure across all users, networks, datacentre’s and applications.

These solutions enable organizations to proactively safeguard their digital assets, control the risks associated with cyber theft, cyber fraud, cyberwarfare and cyberespionage and comply with corporate and regulatory policy.

Software Sales Account Executive Big Data and Analytics

Enterprise Security Sales Account Executive is responsible for leading the pursuit in their assigned focus areas. The person will be responsible for the accurate forecasting and driving sales results both by working closely with our customer base as well as well as expanding our footprint in the market

Ensures that pipeline generation, coverage and conversion targets are met and adheres to all sales cadence and business review processes.

Has a key role in the local demand management process and works closely with the local field marketing to plan and execute activities required in meeting pipeline and sales targets.

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.

A typical day in your life in this role

  • Demonstrates leadership and initiative in successfully driving software licence sales in accounts - prospecting, negotiating and closing deals
  • Develops long term sales pipeline to increase company 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.
  • Sell complex products or solutions to customers on a partnership basis.
  • Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
  • 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.
  • Successful partner engagement experience. Works effectively with our partners to drive additional revenue.
  • Contribute to enduring executive relationships that establish companies 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
  • Your experience includes

  • University or Bachelor's degree; Advanced University or MBA preferred.
  • Directly related previous work experience.
  • Demonstrated achievement of software sales quotas in enterprise environments
  • Demonstrated ability to sell both direct and leveraging partner ecosystem of customers
  • Prior selling experience includes multiple, diverse set of selling responsibilities.
  • Typically 7+ years of related sales experience.
  • 3-5 years' experience in the security space
  • Fluency in English language
  • Good IT-sales application skills and comfortable with learning new systems.
  • Good communication skills written and verbal
  • About you

  • Is considered an expert in knowledge of Security 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 deferentially 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 speciality 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.
  • What’s in it for you?

    You work in a great team of professionals all working together with the desire to win! We offer

  • Flexible working hours
  • Uncapped salary with the potential of exceeding your quota
  • Company Car / Car Allowance
  • Great work culture
  • Apply
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