Senior Account Executive

This is a fully remote position, open to applicants in Canada.

📋 Description

• Create a sustainable sales pipeline to enhance market presence in niche sectors.

• Capture leads beyond the specialization and ensure assignment and follow-up through effective lead management.

• Explore new opportunities by broadening and improving existing prospects.

• Set the strategic direction for business development and solution replication with both new and current customers.

• Build and maintain relationships with the Micro Focus client base and the broader ecosystem.

• Establish professional, consultative relationships with clients at the C-level for mid-to-large accounts.

• Comprehend clients' distinct business requirements within their respective industries.

• Keep abreast of competitor activities to strategically position products and services.

• Formulate quota objectives and future strategies for the specified product category.

• Surpass a standard quota of $3M.

• Expand the external ecosystem and leverage partner relationships to increase account reach.

• Prospect, qualify, negotiate, and finalize opportunities with both new and existing accounts.

• Collaborate with management, channel, and sales teams on shared accounts.

• Nurture customer relationships to ensure account retention and growth.

• Partner with Professional Services account teams to develop account plans and strategies that drive additional revenue.

⛳️ Requirements

• Minimum of 5 years of sales experience in providing solutions and value to large enterprises and governmental organizations.

• In-depth understanding of the industry and market segment of key accounts, with the ability to apply this knowledge to a consultative sales approach.

• Skills in account planning and accurate revenue forecasting.

• Strong knowledge of application delivery lifecycle solutions and services, particularly Micro Focus solutions.

• Familiarity with the software development landscape.

• Expertise in consultative solutions selling and business development.

• Initiative and leadership skills to drive prospecting, negotiation, and deal closure.

• Ability to work collaboratively with management, channel teams, and sales teams.

• Capability to cultivate and sustain customer relationships for account retention and growth.

• Extensive knowledge of products, services, and competitor offerings.

• Effective collaboration with Professional Services account teams.

• Understanding of application delivery, DevOps, and environments.

• University or bachelor's degree required.

• Relevant previous work experience is necessary.

• Proven track record of achieving progressively higher quotas, diverse business customers, and higher-level customer engagement.

• Extensive sales experience within the industry and with similar products.

• Typically 8–12 years of advanced sales experience.

• Project management skills are a plus.

• 2–3 years of product sales experience in the desired specialty.

🏝️ Benefits

• Competitive compensation package.

• Opportunities for variable and commission-based compensation for eligible positions.

• Vacation entitlement.

• Paid time off.

• Comprehensive benefits package supporting physical, emotional, and financial wellbeing.

• Reasonable accommodations during the application or recruitment process.

• A respectful and empowering workplace culture.

• Opportunities for personal growth.