Sales Specialist at Micro Focus

Who We Are

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. That’s high tech without the drama.

How could you help us do this?

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. 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, or may be allocated to one high-potential, competitive attack account.

What kind of work would you be doing?

• 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.

• Provide support to the Account managers.

• Set direction for business development and solution replication.

• Creates and grows reference customers.

• Sell complex products or solutions to customers on a partnership basis.

• May act as a dedicated resource to a few strategic accounts.

• Services specialists may also be responsible for selling small outsourcing deals.

• For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals.

• 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 to ensure credibility with Customer Executives.

What achievements should you have so far? 

• University or Bachelor's degree; Advanced University or MBA preferred.

• Directly related previous work 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.

• Typically 10+ years of related sales experience.

• Project management skills required.

What about you? 

This is the most important part!  We want to retain and build on our collaborative and engaging culture, so we need people to help us achieve this. 

You need to be a natural relationship builder, highly personable and be able to offer support in any situation.

You need to be able to get your colleagues as excited about your activity as you are, so you need to be confident and persuasive. Being able to articulate the benefits and outcomes of your ideas is essential to gain buy-in.

What will you get in return? 

As well as a meaningful career with the opportunity to really develop and display your skills and ideas, you will also receive support, progression, training and development. 

As well as this and your salary, you will also receive an array of competitive benefits and an annual individual and company performance related bonus.