Job Description : About the Role
About the Role
Our Sales Account Managers are expected to go beyond sales by focusing on building strategic, mutually beneficial relationships between Micro Focus and our customers.
This is achieved through establishing trust by focusing on value and enabling alignment across the company. They play an important role as they help nurture and develop these accounts into potential top accounts of the future.
They are responsible for the strategy across products, services and support at the regional level within those accounts they represent Micro Focus’s main offerings.
They must ensure customers receive business value from their existing base and for increasing our footprint and growth, establishing Micro Focus as a trusted IT partner, and facilitating long-term, value-based relationships through direct engagement with decision makers.
They focus on account plan development and personalized, one-to-one marketing. They must possess solid customer and industry knowledge and be able to influence key decision makers on the Micro Focus value proposition and in our ability to deliver long-term value for our customers.
Individuals in these roles need to operate at a high level of sales discipline they need to have a full level of understanding of their client’s business and must consider the current fiscal requirements to achieve their targets while also staying focused on a mid to long term account strategy.
They work closely with the Regional Manager to develop and agree upon an account strategy and subsequently own and implement that strategy.
They work in a cooperative manner with internal stakeholders to create a consolidated account business plan and ensure all players are executing towards that one fully integrated goal.
The ability to influence and lead in a matrix environment is an asset as they will need to draw on internal resources for success without formal reporting lines.
They will need to work with partners and alliance organisations.
In this role, individuals will :
Qualifications / Experience