AppSec Sales Specialist at Micro Focus

Job Description

At Micro Focus, everything we do is based on a simple idea: The fastest way to get results is to build on what you have. Our software solutions enable organizations to do just that. Secure and scalable, with analytics built in, they bridge the gap between existing and emerging ITfast-tracking digital transformations across DevOps, Hybrid IT, Security, and Predictive Analytics. In the race to innovate, Micro Focus customers have the clear advantage.
Our portfolio spans the following areas: DevOps|IT Operations| Cloud| Security |Info Governance | Big Data, Machine Learning, & Analytics.

The Fortify Sales Specialist is a product solution specialists responsible for leading sales pursuits around Application Security testing solutions. The Fortify Sales Specialist 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 and may be allocated to high-potential, competitive attack account(s)

Responsibilities

• Manage new and existing customers in country/region to identify Fortify sales opportunities
• Design and develop account strategies for country/region to close business and drive new opportunities
• Become expert in understanding Fortify solution offerings, competitive issues and where cross-sell offerings can leverage opportunities for AppSec
• Self-starter with limited intervention from manager and ability to manage complex deals
• Work with local Account Managers to establish, grow and manage Fortify pipeline and move through sales process to close deals, consistently meeting or exceeding quarterly and annual revenue quotas
• Background experience in uncovering, finding, developing, managing and closing sales opportunities either as an individual contributor or as a sales specialist within a matrixed sales organisation
• Develops long term sales pipeline to increase the company's market share in specialized area
• 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
• Set direction for business development and solution replication
• Create and grow reference customers
• 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
• Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions
• Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics
• Maintains broad market and competitor knowledge
   

Experience And Background

• 8-10 years of individual quota carrying and direct sales experience selling to the senior executive level within enterprise organisations
• Sales experience within the application security market
• Experience developing and expanding upon existing customer relationships at multiple levels and across multiple functions within each organization with the ability to leverage those relationships to drive strong quarterly sales bookings.
• Numerate, articulate and ability to structure business writing and presentations
• Bachelor's degree in Business, Sales or Marketing or like experience - MBA preferred
• Viewed as expert in given field by company and customer
• Considered a mentor of selling strategy, including designing strategy
   

Knowledge And Skills

• Is considered a master in knowledge of products, solution and service offerings as well as competitor's offerings to be able to sell large, complex solutions
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account
• Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution
• Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream
• Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client
• Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account
• Successful partner engagement experience
• Understand and sells high value software solutions
• Understands the leverage of services as part of strategic portfolio of products