Named Account Manager - Inside Sales

Micro Focus - Plano, TX3.7

Full-timeEstimated: $64,000 - $86,000 a year
Job 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

Encompasses supporting and/or selling the within company's installed base as well as non-company accounts for expanded wallet share and to achieve assigned product quota. Builds customer confidence in the company's remote sales capabilities, from procurement to senior levels of customer management. Drives opportunities from qualification to close and promote the benefits of direct e-business transactions or inside business support to prospective customers.

Proactively sells multi- product/service, complex sales, typically sells integrated solutions to achieve highest levels of customer satisfaction.
Coordinates other sales professionals, involving channel partners in fulfilling customer application needs.
Provides expertise input on market trends, customer's equipment and application needs to extended sales team.
Reviews and designs sales policy and strategy.
Significant responsibility for sales programs and/or relationships outside corporation including highest level of executives.
Handles ambiguous, non- routine problems and makes appropriate decisions usually confined to technical matters or services.
May be the single point of contact for an account.
Partner with Sales Team to develop and execute account plans through the management and coordination of sales activities.
Demonstrates breadth and depth of knowledge to position and map the company's capabilities that align to client business objectives and initiatives.
Aggressively reviews account activities in pursuit of new business or up-selling opportunities.
Execute campaign follow- up and lead management.
Responsible for pipeline and forecast responsibility in accordance with sales center business process.
Coordinates BU delivery organizations to support client engagement and service in the account.
Proactively manages key partner relationships to strengthen overall solution capabilities and drive greater client value.
Nurtures and closes new company solutions opportunities that result in substantial incremental orders, revenue and margins to company, representing the entire company portfolio of products and services.
As dictated by the selling model, engages the company's sales specialists, channels and alliance partners to fully leverage the portfolio of the company's solutions.
Actively engages executives to build strategic relationships which favorably position long-term business opportunities for the company and are complementary to overall account activities.

Education and Experience Required:
Four year university/ Bachelor's degree preferred or equivalent experience.
Typically 5+ years of combined Software selling experience within IT industry.
Advanced organization, policies, business, technical and functional knowledge.
Technical ability to develop and coordinate a total sales engagement in a complex environment involving other sales professionals.
Multiple years over quota performance with difficult assignments.
Viewed as a mentor in company: sought out by other sales representatives and/or managers for input.

Knowledge and Skills:
Proven results in clearly articulating the company's value propositions and solution discussions with customers that have led to multiple wins or success for the company.
Strong relationships outside of organization including highest levels of executives, with channel partners, customers, etc.
Exhibits little or no need to engage technical resources when qualifying an opportunity or recommending a solution to fit a customer's needs.
Consistently demonstrates proactive activities within accounts to uncover new business and take ownership for new opportunities.
Consistently meets or exceeds metrics related to Inside Sales set by segment management.
Understands the client procurement processes and knows key decision criteria for winning new and/or maintaining existing business.
Expertise in managing end-to-end sales processes in deals.
Easily applies IT and/or industry solution, product, service knowledge to solving business challenges.
Advocates for client needs, requirements, in proposing solutions.
Establishes a professional, working, and consultative relationship with the client, up to the executive level, by developing a core understanding of the unique business needs of the client within their industry.
Exhibits little or no need to engage technical resources when qualifying an opportunity or recommending a solution to fit a customer's needs.
Demonstrates ability to Leverage existing relationships and builds new relationships with executives in the business and in IT.
Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals
Moderate to high level of industry acumen; keeps current with trends and be able to participate in client planning discussions involving IT decisions.
Advanced sales negotiation and deal closing skills
Demonstration of ability to present value solutions to customers.


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