Job Openings 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

go to method of application »

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 Application Security Solutions Architect (AppSec SA) provides proactive support to drive achievement of application security sales targets across the designated region and is a technical specialist, expert in the Micro Focus Fortify solutions.

The AppSec SA will need both technical developer and pre-sales experience to work with regional sales teams and support customer technical sales engagements, expedite opportunities and identify and address issues. The AppSec SA will be responsible for working with the account teams across the entire appsec solution sales cycle.

Business And Technical Skills

• Deep technical working knowledge around Application Security testing with a development background
• Knowledge around DevOps and Agile development processes and how application security testing fits within this domain
• Understands and is able to articulate customer business and technical requirements around Application Security solutions and processes
• Architects appropriate technical solution to meet the business and technical requirements. Able to present this back to customer and account teams and describe business value and technical differentiation
• Works with customers to establish the validity of a solution, its components and to create proof of concepts where required
• Identifies potential challenges for the proposed solution
• Optimizes solution to maximize the competitive advantage
• Actively identifies opportunities to assist peers globally in area of expertise (e.g., writing white-papers).

• Represents the company as technical expert with customers; shares knowledge in area of expertise and links to related technology areas.
• Delivers customer workshops as appropriate for further understanding of issues and buy-in to the company's proposal
• Builds customer loyalty through continuous innovation, becoming a trusted advisor
• Actively supports the account team with solution advice, proposals, presentations, and other customer communications
   

Responsibilities
Opportunity analysis

• Gathers and assesses customer needs, both business and technical.
• Identifies related needs (lead generation, opportunity expansion).
• Identifies site-specific and corporate parameters and constraints that impact the solution.
• Identifies likely problem areas that require attention.
• Identifies information on competitors and product roll- out data/training needs and proactively positions the company strengths as a relative value position in the account.

Solution Planning and Design

• Investigates and optimizes a solution's fit to the requirements of an opportunity, both current and future.
• Establishes the validity of a solution and its components; creates proof of concept where required.
• Identifies the growth path and scalability options of a solution and includes these in design activities.
• Actively identifies opportunities to assist peers globally in area of expertise (e.g., writing white-papers).

Client/customer relationship

• Maintains excellent communications with customer executive management and business executives globally.
• Represents the company as a technical expert with customers; shares knowledge in area of expertise and links to related technology areas.
• Delivers customer workshops as appropriate for further understanding of issues and buy-in to the company's proposal.
• Advances opportunities through the use of effective consultative selling techniques.
• Builds customer loyalty through continuous innovation, becoming a trusted advisor.
• Partners effectively with others in the account to ensure problem resolution and customer satisfaction.

Team collaboration

• Actively supports the account team with solution advice, proposals, presentations, and other customer communications.
• Analyzes and provides support to deals in the pipeline where needed.
• Transfers knowledge to presales peers via mentoring and playing leadership roles in peer education programs.
• Understands the roles and effectively directs other teams and resources within the company and partners globally.
• Identifies overlooked opportunities suggested by technical expertise.
• Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.
   

Education And Experience Required

• Technical University or Bachelor's degree; advanced degree preferred.
• Typically 12+ years experience in technical consultative selling and account management.
• Technical and solutions experience in Application Security
   

Knowledge And Skills
Technical/Solution acumen

• Demonstrates expert knowledge of the company's Application Security technology & solutions.
• Expert in competitive solutions knowledge.
• Leverages the company's solutions to support customer IT strategic directions, creating extensive customer business value.
• Applies deep understanding of technical innovations & trends to solving customer business problems.
• Strong credibility with the company's business units and account teams based on history of solid results and contributions.
• Establishes thought leadership in technical specialty area with customers.
• Demonstrated ability to work as the lead for large complex projects at a Regional or global level.
• Has a deep understanding of the company's product & service capability for multiple BU's.
• Has demonstrated extensive hands-on level skills with a broad range of the technology.
   

Business & Industry acumen

• Demonstrates skilled use of financial and capital investment concepts in justifying solutions that create business value for the customer.
• Utilizes deep knowledge of customer value chain and business requirements to create and propose solutions.
• Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals.
• Understands business metrics and drivers for multiple levels of customer management and appropriately tailors communications to demonstrate value.
• Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges at multiple levels of customer management.
• Demonstrates strong communications skills with customer management, as well as C-level executives.
• Leverages deep understanding of the competition - both positioning strategy and technology - to create a competitive advantage for company.