Sr. Account Executive

What The Role Offers

Developing a long-term sales pipeline to increase the company's market share in specialized areas.
Capturing leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up.
Using your expertise to seek out new opportunities for value by expanding and enhancing existing opportunities.
Working with new and existing customers to set the direction for business development and solution replication.
Developing and owning relationships with the Micro Focus client base and wider.
Maintain knowledge of competitors in accounts to strategically position the company’s products and services better.
Exceeding a typical quota of $3M.

What You Need To Succeed

• At least 5 years of sales experience selling consulting services to enterprise customers.
• Understand the industry and market segment in which key accounts are situated and integrate this knowledge into consultative selling.
• Account planning and accurate revenue forecasting skills.
• Strong knowledge of application delivery lifecycle solutions and services, especially Micro Focus’, as well as the software development landscape.
• Consultative solutions selling and business development skills to align the client's business needs with solutions.
• Initiative and leadership to drive solution sales in accounts - prospecting, negotiating, and closing deals.
• Collaborate with the management, channel team and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivate and maintain positive relationships with customers to ensure account retention & growth.
• Develop a comprehensive knowledge of products and service offerings as well as competitor's offerings.
• Effective partnering with Professional Services account team to build an effective account plan and strategy to drive incremental revenue in account.
• Knowledge of application delivery, DevOps, and environments.

Education And Applicable 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
• 2-3 years of product sales in the desired specialty.