Sales Specialist- Application Security Job in Micro Focus Software Solutions India Pvt. Ltd.

Sales Specialist- Application Security

Apply Now
Job Summary

Responsibilities:

  • Develops long term sales pipeline to increase the company's market share in specialized area preferably in application security
  • 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.

Education and Experience Required:

  • 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 12+ years of related sales experience in application security side
  • Project management skills required.
  • 3-5 years' experience.

Knowledge and Skills:

  • Is considered a master in knowledge of products, solution or 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.
  • In-depth knowledge of client's business, organizational structure, business processes and financial structure.
  • Considerable knowledge of the customer's infrastructure and architecture.
  • Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.
  • Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.
  • Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
  • 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.
  • Excellent project oversight skills.
  • Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
  • Utilizes Siebel as an expert and accurately forecasts business.
  • Successful partner engagement experience.
    Works effectively with our partners to drive additional revenue.
  • Understand and sells high value software solutions.
  • Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
  • Understands the leverage of services as part of strategic portfolio of products.
  • Promotes services as part of all strategic opportunities.
  • Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

Qualification :
MBA
Experience Required :

3 to 5 Years

Vacancy :

2 - 4 Hires

Similar Jobs for you

See more recommended jobs