**_
About us: _**
**_ About the role:_**
Encompasses supporting and/or selling the within company's installed base as well as non-company accounts for expanded wallet share and to achieve assigned product quota.
Builds customer confidence in the company's remote sales capabilities, from procurement to senior levels of customer management.
Drives opportunities from qualification to close and promote the benefits of direct e-business transactions or inside business support to prospective customers.
**_ Responsibilities: _**
- Majority of work done independently.
- Independently moves leads through entire sales process.
- Proactively sells products, services, supplies to installed base in support of company promotion and upgrade campaigns.
- Achieves set quota and goals.
- Sells primarily transactional, with some solutions selling; owns strategic entry points at the customer aligned to the business objective of area.
- Sells complex, multi
- products/services.
- Involves Outside Sales Rep as necessary for high complexity sales or where competitor is face-to-face with customer.
- Participates in development of district sales strategy & quota setting; defines own individual sales plan.
- Addresses customer complex requests via broad multi-product/service.
- Identifies and allocates internal and external resources to deliver transactional or solution sales.
- May interfaces with specialty buyers, e.g., IT, Procurement, etc.
or with business executives.
- Pursues opportunities in assigned territory, account or product line.
- Actively prospects within accounts to discover or cultivate sales opportunities.
- Responsible for pipeline and forecast responsibility in accordance with sales center business process.
- Aggressively reviews account activities in pursuit of new business or up
- selling opportunities.
- Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
- Partners effectively with others in the account to ensure coordinated, efficient account management.
- Actively manages the account to protect and grow the company's business; coordinates all account forecasts, planning and reporting
- As dictated by the selling model, engages partners effectively to improve win rates on selective deals.
- Orchestrates the resources and sponsorship essential for executing business effectively.
**_ Education and Experience Required: _**
- University or Bachelor's degree preferred
- Typically 3-5 years of selling experience at end user account or partner level
- +1 year of experience in Technical Sales
- Advanced English Level
**_ Knowledge and Skills: _**
- Understanding of the IT industry, competing vendors, and the channel, including competitive positioning.
- Experience developing positive relationships and solving customer problems
- Understanding of the company's organization & operations, including key business rules, partner segmentation, key programs & initiatives, structure.
- Understanding of a select set of the company's products, software, and services.
Able to communicate the strengths of the company's offerings, and overcome objections.
- Effectively sells the company's offerings by building strategic relationships with partner contacts; and promoting the company's programs.
and offerings.
- Develops account plans with partner to grow the company's share of the business.
- Partners effectively with others to ensure coordinated, efficient account management.
- Understanding of pipeline management basics and ability to explain benefits to partners.
**#LI-GM1**
**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