Ph3Overview /h3pSales Specialists Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. 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. /ph3Responsibilities /h3ulliDevelops long term sales pipeline to increase the company's market share in specialized area. /liliUse 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. /liliProvide support to the Account managers. /liliSet direction for business development and solution replication. /liliCreates and grows reference customers. /liliSell complex products or solutions to customers on a partnership basis. /liliMay act as a dedicated resource to a few strategic accounts. /liliServices specialists may also be responsible for selling small outsourcing deals. /liliFor Services Consultants : Focus on growing contractual renewals for large accounts with more complexity, to higher total contract-value renewals. /liliEstablish 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. /liliMaintain and use overall cross-portfolio knowledge to support account leads with integration of solutions. /liliContribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities. /liliMaintains broad market and competitor knowledge to ensure credibility with Customer Executives. /li /ulpKnowledge and relationships are leveraged to support account leads and drive solution sales. /ph3Education and Experience Required /h3ulliUniversity or Bachelor's degree; Advanced University or MBA preferred. /liliDirectly related previous work experience. /liliDemonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface. /liliPrior selling experience includes multiple, diverse set of selling responsibilities. /liliViewed as expert in given field by company and customer. /liliConsidered a mentor of selling strategy, including designing strategy. /liliTypically 12+ years of related sales experience. /liliProject management skills required. /lili3-5 years' experience. /li /ulh3Knowledge and Skills /h3ulliIs 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. /liliKnow strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account. /liliUses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution. /liliIn-depth knowledge of client's business, organizational structure, business processes and financial structure. /liliConsiderable knowledge of the customer's infrastructure and architecture. /liliDemonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals. /liliDemonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements. /liliStrategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy. /liliBalance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream. /liliUses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client. /liliExcellent project oversight skills. /liliWorks with the account team to build an effective account plan and strategy to drive incremental revenue in the account. /liliUtilizes Siebel as an expert and accurately forecasts business. /liliSuccessful partner engagement experience. /li /ulpWorks effectively with our partners to drive additional revenue. /pulliUnderstand and sells high value software solutions. /liliDemonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition. /liliUnderstands the leverage of services as part of strategic portfolio of products. /liliPromotes services as part of all strategic opportunities. /liliMaintain knowledge of industry trends, associated solutions, and key partner / ISV solutions. /li /ulh3Sales /h3ulliMicro 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 protec /li /ul /p #J-18808-Ljbffr