Sales Specialist
Borland
SE 10074, Sweden
2d ago

Information Management and Governance Sales Executive

We are looking for an experienced salesperson to sell our Information Management and Governance solutions in the Nordics, office location in Solna Sweden.

This includes eDiscovery, Compliance, Archiving, Backup & Recovery, Enterprise Content Management and Records Management.

Our solutions are sold to business decision makers at large organizations (CxO level).

The successful candidate will closely work with Micro Focus Software sales teams to offer a complete solution to the customer.

Tight engagement with local system integrators will be part of most projects. This is a direct sales job.

Duties and Responsibilities :

  • Responsible for creating and driving a balanced sales pipeline across Information Management and Governance portfolio
  • Leverage the commercial ecosystem (Partners and Partner managers) to manage account relationships and specific opportunities
  • Maintain knowledge of competitors in account to strategically position HPE's products and services better
  • Leverage HPE relationships to find routes for Big Data solutions into existing HPE customers
  • Be able to identify business issues within the clients and pull together a virtual team of expertise to address the solution opportunity
  • 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
  • Will need to invest time working with and leveraging external partners to deliver sale
  • Responsible for pipeline management throughout the year
  • Directs or coordinates supporting sales activities
  • Works on HPE's larger commercial and enterprise accounts
  • Perform virtual team leader role across functions necessary to drive a sale
  • Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization
  • May develop business plan in conjunction with customer
  • Requirements :

  • University or Bachelor's degree; Advanced University or MBA preferred
  • Direct sales experience of 5 years or more
  • Experience in selling Information Management / Big Data / Backup & Archiving solutions is a bonus
  • Provable evidence of overachieving quota in the past
  • Prior selling experience includes multiple, diverse set of selling responsibilities
  • Viewed as expert in given field by company and customer
  • Considered a mentor of selling strategy, including designing strategy
  • Excellent project oversight skills
  • Knowledge and Skills Required :

  • 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 in 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 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
  • Utilizes CRM system as an expert and accurately forecasts business
  • Successful partner engagement experience. Works effectively with our partners to drive additional revenue
  • Understands and sells high value software solutions
  • Demonstrates the ability to leverage HP's portfolio of products and services to change the playing field against our competition
  • Understands the leverage of services as part of strategic portfolio of products. Promotes services as part of all strategic opportunities
  • Maintain knowledge of industry trends, associated solutions, and key partner / ISV solutions
  • LI-RA1
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