AppSec Sales Specialist - NordicsJob 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 IT fast-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 opportunitiesDesign and develop account strategies for country / region to close business and drive new opportunitiesBecome expert in understanding Fortify solution offerings, competitive issues and where cross-sell offerings can leverage opportunities for AppSecSelf-starter with limited intervention from manager and ability to manage complex dealsWork 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 quotasBackground experience in uncovering, finding, developing, managing and closing sales opportunities either as an individual contributor or as a sales specialist within a matrixed sales organisationDevelops long term sales pipeline to increase the company's market share in specialized areaUse 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 areaSet direction for business development and solution replicationCreate and grow reference customersSell complex products or solutions to customers on a partnership basisEstablish 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 industryMaintain and use overall cross-portfolio knowledge to support account leads with integration of solutionsContribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilitiesMaintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metricsMaintains broad market and competitor knowledgeExperience and Background : 8-10 years of individual quota carrying and direct sales experience selling to the senior executive level within enterprise organisationsSales experience within the application security marketExperience 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 presentationsBachelor's degree in Business, Sales or Marketing or like experience - MBA preferredViewed as expert in given field by company and customerConsidered a mentor of selling strategy, including designing strategyKnowledge 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 solutionsKnow strengths and weaknesses of key competitors in account and how to leverage this knowledge in the accountUses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solutionBalance strategic and tactical pursuits to optimize coverage and develop a predictable revenue streamUses C-level engagement skills in collaboration with account leads to offer value-add solutions to the clientWorks with the account team to build an effective account plan and strategy to drive incremental revenue in the accountSuccessful partner engagement experienceUnderstand and sells high value software solutionsUnderstands the leverage of services as part of strategic portfolio of productsFind out more about working in sales at Micro Focus at : Job : SalesMicro Focus is proud to be an Equal Opportunity Employer.
Prospective employees will receive consideration without discrimination because of race, colour, religion, creed, gender, national origin, age, disability, marital or veteran status, sexual orientation, genetic information, citizenship or any other legally protected statusJob SummaryJob number : 7013987Date posted : 2020-06-11Profession : Sales & MarketingEmployment type : Full time