Software Sales Account Manager
Micro Focus
Canberra, Australia
3d ago

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 :

  • Serve as the main point of contact for the allocated accounts.
  • Invest time and effort in understanding the customer’s business needs, derive value from their existing products and innovatively identify current and future sales opportunities.
  • Have full responsibility for achieving the quota for those accounts across all lines of business as determined
  • Create a comprehensive short, mid and long term Account Plan and strategy for each assigned account, and execute on the plan together with their account team and the Micro Focus Regional Director and executive sponsor.
  • Engage with the accounts team for the customer, with a focus on maintaining existing business, receiving best in class customer service, helping customers get the most out of their investments faster and expanding business in an aligned, coordinated manner across our entire portfolio.
  • Coordinate internal feedback with Product and Support teams to ensure they understand the success and challenges our most important customers have with our solutions and to work through viable options.
  • Maintain an outstanding level of service and support and ensure we deliver on our commitments.
  • Work effectively internally within the business processes of Micro Focus.
  • Have intense focus on sales process and methodology
  • Qualifications / Experience

  • Minimum of 7 years of successful enterprise software sales experience with demonstrated proven track record of consistent achievement of revenue objectives
  • Demonstrable experience in : Working with Government Departments
  • Working with senior management / key decision makers
  • Developing good customer relationships at all levels
  • Solution selling
  • Negotiating sizeable software deals
  • Strong team building skills
  • Great communication, co-ordination and collaboration skills and ability to navigate complex, matrixed organizations.
  • Business degree qualified.
  • Minimum baseline security clearance or ability to obtain
  • LI-AS3

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