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Act Account Executive

Micro Focus - Canberra, ACT

Source: uWorkin

Source: uWorkin


Full Job Description
Job Description:
Account Executives are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. 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, or may be allocated to one high-potential, competitive attack account.

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.
Creates and grows 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.
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.
Typically 10+ years of related sales 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.
Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
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.


Micro 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 status