ESM Sales Engineer - South Africa at Micro Focus

Job Description

Senior ESM Sales Engineer

At Micro Focus, everything we do is based on a simple idea: The fastest way to get results is to build and innovate 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 IT allowing to fast-track digital transformations across DevOps, Hybrid IT, CyberRes, and Predictive Analytics.

Take charge of your future and join our dynamic, motivated Sales Engineering team as we go to market with a best-in-class portfolio that will help shape the world’s software landscape. #discoverthenew

About The Role

As Senior Enterprise Service Management (ESM) Sales-Engineer you will be defining, developing & supporting the sales process for technology and solutions with account teams and will be engaging in account transactions based on technical expertise required in specific deals/programs leveraging specialized knowledge base across multiple accounts. You will also be the go-to-person for technical know-how in sales presentations, product demonstrations, and customer workshops.

Responsibilities

In addition to supporting sales, your role will be as the ESM Practice Lead and Business Consultant for South Africa, responsible of

• Working across functional teams to create and execute your vision for ESM in the local market, routinely collaborating with and influencing colleagues in Product Development, Marketing, Sales and Pre-Sales.
• Engaging closely with the engineering team to define the content of the regular suite release in the Agile Release Train.
• Driving ITOM and ESM lifecycles according to Micro focus journey to value process and IT4IT methodology
• Writing epics and user stories developed with measurable goals, grounded in needs, supported by data, in an iterative fashion
• Creating the right demo scenarios and ESM content to be consumed by the team.

Experience And Knowledge Required

• Typically 8-10 years of experience in technical selling and/or consultative selling.
• Professional ITSM/ESM Solution management experience
• Strong technical customer facing experience
• Solid knowledge of MF SMAX, Service Manager, Asset Manager, ITSM Automation, Universal CMDB and Universal Discovery is a big plus.
• Understanding of the competition as well as good positioning & strategy.
• Proven track record of growing ITSM/ESM software products.
• Exceptional communication skills with proven ability to influence
• Deep knowledge of ITSM and ITIL, IT4IT is a big plus.
• Both technically oriented – ability to communicate and deeply engage with Engineering and Product Development teams and business competent – aware of trends and impact on market, able to engage with and support Sales and Product Marketing teams

Education

Computer and Software Engineering University BA or higher degree preferred

Areas Of Responsibility

• Opportunity analysis: gathers and assesses customer needs, both business and technical, identifies related needs (lead generation, opportunity expansion), site-specific parameters and constraints that impact the solution, required project steps, possible areas that require attention, probable competition and product roll-out data/training needs.
• Solution Planning and Design: architects an appropriate technical solution to meet the customer's requirements, investigates and optimizes a solution's fit to the requirements of an opportunity, adapts solution design to new requirements, stablishes the validity of a solution and its components, identifies the growth path and scalability options of a solution, assesses likely competitive threats.
• Solution proposal and Showcasing: Conducts presentations and workshops for customer around Micro Focus Software, Assists in technical demos that explain the functionality and benefit of MICRO FOCUS Software, Conducts Proof of Concept installation and configuration on client sites for MICRO FOCUS software evaluation, Provided Answers and Integrated Solutions in order to reply to RFP, RFI and RFQ.
• Client/customer relationship: maintains excellent communications with customer management, represents the company as a technical expert with customers; shares knowledge in area of expertise, advances opportunities through the use of effective consultative selling techniques, builds customer loyalty through being a trusted advisor, partners effectively with others in the account to ensure problem resolution and customer satisfaction, communicates and articulates the details of their component roles in a proposed customer solution.
• Team collaboration: actively supports the account team with solution advice, proposals, presentations, and other customer communications, transfers knowledge to Sales Engineers peers, identifies overlooked opportunities within the account, analyzes and provides support to deals in the pipeline where needed, facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design; understands the roles and effectively engages other teams and resources within the company and partners.