Job Desc : Account Manager Security
At MicroFocus we create new possibilities for technology and services, offering solutions, which help businesses and individual clients in achieving their goals, making the most of its potential, fulfilling aspirations and dreams. We serve our clients in over 170 countries.
In the position of Account Manager for Security Solutions you will (be):
- Responsible for creating and driving their sales pipeline.
- Have knowledge about Identity and Access Management and Governance.
- Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.
- Maintain knowledge of competitors in account to strategically position company's products and services better.
- Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
- Development of quota objectives and future direction for defined product category.
- Establish a professional, working, and consultative, relationship with the client, up to and 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.
- May invest time working with and leveraging external partners to deliver sale.
- Directs or coordinates supporting sales activities
Scope and Impact:
- You will work on company's larger accounts.
- May perform project management role.
- May invest time working external partners.
- Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.
- May develop business plan in conjunction with customer.
Education and 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 5-10 years of advanced sales experience.
- Project management skills required.
- 3 years or more in product security sales.
Knowledge and Skills Required:
- Is considered an expert in knowledge of products 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 selling.
- Understands the role of IT within area of specialization and how company's solutions differentially 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 position company as the preferred vendor for meeting all business needs
- Excellent project management skills.
- Establishes a professional working relationship, up to the executive level, with the client.
- Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
- Deep knowledge of products, solution or service offerings as well as competitor's offerings.
- Understands how to leverage company's portfolio and change the playing field on our competitors.
- Understands and sells high value software solutions
- 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.