Description:
Join our Canadian Sales Team as a Senior Account Executive and make a significant impact in expanding opportunities and increasing our market share. Showcase your expertise and build enduring executive relationships. This Account Executive (AE) role has a proven track record of building a territory, from a base of accounts. You would be driving proactive campaigns to build pipeline, using specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities with both new and existing accounts. We are in search of someone to join our team with IT Operations Management (ITOM) or Application Delivery Management (ADM) experience, selling into Canadian accounts.
What you are Great at:
- Developing a long-term software sales pipeline in specialized areas
- Seeking new opportunities to enhance customer value and drive pursuit
- Setting direction for business development and solution replication
- Selling complex products or solutions on a partnership basis
- Establishing consultative relationships with clients at all levels
- Developing a long-term sales pipeline to increase the company's market share
- Working with new and existing customers to set the direction for business development and solution replication
- Establishing a professional, working, and consultative, relationship with clients, 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
- Maintain knowledge of competitors in accounts to strategically position the company’s products and services better
- Exceeding a typical quota of $3M
- Investing time to know & grow your external ecosystem, by leveraging partner relationships to expand reach into accounts. Channel experience is an asset
What it Takes:
- Demonstrated achievement in enterprise software / IT sales with diverse responsibilities
- Initiative and leadership to build incremental pipeline through focused prospecting campaigns
- Strong knowledge of products, solutions, and competitor offerings
- Proven leadership in driving sales & strategic planning utilizing an established sales methodology
- Knowledge of the industry and market segment in which key accounts are situated and integrate this knowledge into consultative selling
- Account planning and accurate revenue forecasting skills
- Excellent project oversight and partner engagement skills
- Strong knowledge of application delivery lifecycle solutions and services, especially the Micro Focus portfolio, as well as the software development landscape
- University or bachelor’s degree; 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
- 2-3 years of product sales in the desired specialty (either ITOM or ADM)