Cyber Security Sales Specialist

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

• 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.
• Creates and grows reference customers.
• Set direction for business development and solution replication.
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
• May act as a dedicated resource to a few strategic accounts.
• Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
• Sell complex products or solutions to customers on a partnership basis.
• 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.
• For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals.
• Services specialists may also be responsible for selling small outsourcing deals.
• Provide support to the Account managers.
• Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.
• Develops long term sales pipeline to increase the company's market share in specialized area.

Education And Experience Required

• Typically 12+ years of related sales experience.
• Project management skills required.
• Prior selling experience includes multiple, diverse set of selling responsibilities.
• Viewed as expert in given field by company and customer.
• Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
• Considered a mentor of selling strategy, including designing strategy.
• Directly related previous work experience.
• 3-5 years' experience.
• University or Bachelor's degree; Advanced University or MBA preferred.

Knowledge And Skills

• Utilizes Siebel as an expert and accurately forecasts business.
• In-depth knowledge of client's business, organizational structure, business processes and financial structure.
• Considerable knowledge of the customer's infrastructure and architecture.
• Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
• Understand and sells high value software solutions.
• 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.
• Understands the leverage of services as part of strategic portfolio of products.
• Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.
• Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
• Excellent project oversight skills.
• Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.
• Successful partner engagement experience. Works effectively with our partners to drive additional revenue.
• Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
• Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
• Promotes services as part of all strategic opportunities.
• Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
• Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.

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

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