Senior Sales Representative, Vertica Big Data Products

Micro Focus - Atlanta, GA3.8

30+ days ago
SALES SPECIALIST, BIG DATA PRODUCTS

Micro Focus, Vertica products

Atlanta, Georgia

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

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In this role, you will be responsible for selling the Vertica big data software into large enterprise accounts in the Southeast US. You will be assigned a targeted list of new and existing customers and expected to generate $2 million in revenue annually.

You will sell both direct and through various channel partners. You will be supported by our crack sales engineering team and have additional marketing/sales support.

We need an individual who has a start-up mentality, but can still operate in a big company customer environment. You will have a background in complex sales, especially in the big data, business intelligence and machine learning software space. You will have track record of successful sales over multiple years.

You will be able to operate independently and travel approximately 50 percent from your home-based office.

This role reports to the regional sales director.

Responsibilities:
Create and drive their sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.
Maintains knowledge of competitors in account to strategically position the company's products and services better.
Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
Provide support to Account managers and provide input regarding business development and solution expertise.
Development of quota objectives and future direction for defined product category.
Some specialists also responsible for selling outsourcing deals.
Establish a professional, working, and consultative, relationship with the client, up to and 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.
May invest time working with and leveraging external partners to deliver sale.
Directs or coordinates supporting sales activities.

Education and Experience:
University or Bachelor's degree or equivalent experience.
Directly related previous work experience.
Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
Extensive selling experience within industry and on similar products.
Typically 8-12 years of advanced sales experience.
Project management skills required.
2-3 years of product sales in the desired specialty.

Knowledge and Skills:
Considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
Understands the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
Account planning and accurate account revenue forecasting skills.
Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
Cultivates & maintains positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs.
Establishes a professional working relationship, up to the executive level, with the client.
Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
Deep knowledge of products, solution or service offerings as well as competitor's offerings.
Understands how to leverage the company's portfolio and change the playing field on our competitors.
Utilizes Siebel as an expert and accurately forecasts business.
Understands and sells high value software solutions.
Understands selling of services sales.
Leverages services as part of strategic product sales.
Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
The Unique Value of Micro Focus

At Micro Focus we provide our customers with a best-in-class portfolio of enterprise-grade scalable software with analytics built in. We put customers at the center of our innovation and build high quality products that our teams can be proud of.

Through our breadth of solutions, we are uniquely positioned to help our customers solve business problems and deliver against the needs and opportunities of Hybrid IT, from mainframe to mobile to cloud. We’re a pure-play software company –we have a level of focus that other technology companies don’t have, we are designed from the ground up to build, sell and support software.

We also have the strong operational foundation, proven over a combined 40 years of experience, to deliver on our commitments to our customers. Our scale is global—we have the reach and the capabilities to support customers in a global market. We are the 7th largest software company in the world, and the largest technology company listed on the FTSE. With 4,000 employees working on R&D, we can focus on innovating in solving the most complex technology problems for customers.

At its heart, Hybrid IT is about letting customers choose what’s right for them, without the need to compromise. Our job is to help them, and to enable that hybrid model to bridge the old and the new to maximize the value of existing investments.

Micro Focus is 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, or any other legally protected status.

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