Hybrid IT & Application Delivery Sales Specialist

Job Description:

Micro Focus is one of the world’s largest enterprise software providers, delivering the mission-critical software that keeps the digital world running. We combine pragmatism, discipline, and customer-centric innovation to deliver trusted, proven solutions that customers need in order to succeed in today’s rapidly evolving marketplace.

At Micro Focus, we help customers accelerate, simplify, secure, and analyze their business and operations, bridging existing and emerging technologies so they can run and transform at the same time.

Our extensive portfolio helps customers:

• Accelerate Your Application Delivery  ( ADM )
• Simplify Your IT Transformation  ( ITOM )
• Strengthen Your Cyber Resilience
• Analyze Your Data in Time to Act

Sales Specialists are software and services specialists that leading pursuit across product groups.

This role is based in Indonesia, focusing within Micro Focus IT Operations Management (ITOM) and Application Delivery Management (ADM) portfolios.

Sales Specialists are Software, SaaS and Services specialists that are responsible for leading pursuit in ITOM and ADM. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities.

Responsibilities:

• Set direction for business development and solution replication.
• Creates and grows reference customers.
• Sell complex products or solutions to customers on a partnership basis.
• Develops long term sales pipeline to increase the company's market share in specialized area.
• Use specialty expertise to seek out new opportunities by expanding and enhancing existing opportunities to build the pipeline and drive pursuit in the ITM (ITOM and ADM) area.
• Maintains expertise in Application Delivery Management and AIOps, Private Cloud, Edge Computing, Data Center Management, Service & Config. Mgmt., typical budgets of the CIO's, typical objectives, measures, metrics.
• 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.
• Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities
• Maintains knowledge of competitors in account to strategically position the company's products and services better.
• Will invest time working with and leveraging external partners to deliver sale.
• Directs or coordinates supporting sales activities within the eco system
• Ambitious with a proven record in technical software/hardware sales and knowledge of technology
• Strong presentation skills and able to communicate clearly and expertly

Education and Experience Required:

• University or Bachelor's degree; Advanced University or MBA preferred
• 8 - 12years 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
• Viewed as expert in given field by company and customer
• Considered a mentor of selling strategy, including designing strategy

Knowledge and Skills: 

• Typically, 8+ years of advanced sales experience.
• Extensive selling experience within industry and similar products.
• Is considered an expert in knowledge of products, solution, or service offerings 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 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.
• Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.
• 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.
• Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating, and closing deals.
• Understands how to leverage the company's portfolio and change the playing field on our competitors
• Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
• Understands selling of services sales.
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
• Domain expertise with IT operations, application delivery with cloud-based and SaaS solutions
• Clearly understands SaaS metrics and applies to them to high-growth and performance within Enterprise Hybrid IT Market
• Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.

Job:

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