Senior Account Executive

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

📋 Description

• Create a long-term sales pipeline to enhance the company's market share in specialized sectors.

• Generate leads beyond specialization and utilize closed-loop lead management for allocation and follow-up.

• Identify new opportunities by broadening and improving existing ones.

• Define the business development direction and solution replication with both new and established clients.

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

• Establish professional, consultative, and working relationships with clients.

• Keep up-to-date with competitor information to strategically position products and services.

• Set quota objectives and future strategy for the specified product category.

• Surpass quota targets.

• Expand the external ecosystem by leveraging partner relationships to widen account reach.

• Lead Federal Government business initiatives in the United States.

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

• Build pipeline through proactive marketing campaigns.

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

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

• Foster customer relationships to ensure account retention and growth.

⛳️ Requirements

• Minimum of 5 years of sales experience in selling technology solutions and value to US Government entities.

• University or bachelor’s degree; relevant previous work experience is essential.

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

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

• Generally, 8–12 years of advanced sales experience is expected.

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

• Strong understanding of the industry and market segments pertaining to key accounts.

• Proficient in account planning and accurate revenue forecasting.

• In-depth 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.

• Skills in prospecting, negotiating, and closing deals.

• Knowledge of government purchasing procedures.

• Experience in building and managing RFPs.

• Understanding of the government reseller ecosystem.

• Knowledge of application delivery, DevOps, and related environments.

• Project management capabilities.

• Ability to collaborate effectively with management, channel, sales, and Professional Services teams.

• Capacity to cultivate and sustain positive customer relationships.

• Comprehensive understanding of products, services, and competitor offerings.

🏝️ Benefits

• Competitive compensation package.

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

• Vacation entitlement.

• Paid time off.

• Benefits package focused on physical, emotional, and financial wellbeing.

• Opportunities for personal growth.

• Reasonable accommodations provided during the application or recruitment process.