Account Manager cyberres mid Market

Account managers are product, services, software, or solution specialists that are responsible for leading pursuits in their assigned focus areas. Drives proactive campaigns to build the pipeline and uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. Will have named accounts allocated, as well as the rest of the unnamed or mid-market accounts in Singapore.

This role is based in Singapore.

**_ Responsibilities:_**
- Manage sales processes from lead to close, such as building the pipeline, territory growth, tracking and forecasting revenue
- Perform high-level sales planning, leading to accurate forecasting of the business
- Develops long-term sales pipeline to increase the company's market share in a specialized area.
- Use 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 a specialty area.
- Establish 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.
- Maintain and use overall cross-portfolio knowledge to support accounts with the integration of solutions.
- Collaboration with cross-functional resources to achieve your quota: Sales Operations, System Engineers, Technical Support, Renewal Reps, Deal Desk, Marketing, Product Team, and others.

**_ Education and Experience Required:_**
- University or Bachelor's degree;
- Experience selling DevSecOps, Data Privacy & Security, Identity Access Management and Security Operations
- Typically 8+ years of related cyber security sales experience.
- Strong ability to build partnerships with executives in target prospects
- Understand and strategize how to win by leveraging on the channel partner ecosystem
- Ability to lead all aspects of the sales cycle from uncovering, qualifying, developing, and closing new mid-market accounts and named accounts
- Proven successful track record of selling complex cybersecurity solutions
- Excellent time management skills, highly productive, and a history of exceeding your quota
- Have acute attention to detail is required in order to continuously deliver accurate and quality sales information to both company and customers.

**_ Knowledge and Skills:_**
- Is considered a master in knowledge of products, solutions or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
- Know the strengths and weaknesses of key competitors in the account and how to leverage this knowledge in the account.
- Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solutions.
- In-depth knowledge of the 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 services sales in accounts - prospecting, negotiating, and closing deals.
- 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.
- Excellent project oversight skills.
- Ability to build an effective account plan and strategy to drive incremental revenue in the account.
- Successful partner engagement experience. Works effectively with our partners to drive additional revenue.
- Understand and sells high-value software solutions.
- Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
- Understands the leverage of services as part of a strategic portfolio of products.
- Promotes services as part of all strategic opportunities.
- Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

**Job**:
Sales

**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