Enterprise Sales - Application Security

Employment Type

: Full-Time


: Miscellaneous

Enterprise Sales - Application Security Job Description: Who We Are Micro Focus is one of the world's largest enterprise software providers, delivering the mission-critical software that keeps the digital world running. We combine pragmatism, discipline, and customer-centric innovation to deliver trusted, proven solutions that customers need in order to succeed in today's rapidly evolving marketplace. That's high tech without the drama. About the Role The Fortify Sales Specialist is a product solution specialists responsible for leading sales pursuits around Application Security testing solutions. The Fortify Sales Specialist collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography and may be allocated to high-potential, competitive attack account(s). Responsibilities: * Understand the whitespace in a territory of accounts and drive new product placements for Fortify into new and existing accounts. * This will include managing the sales process from solutions identification to solution delivery that results in a successful product placement. * Assist as needed in areas to defend our current position to achieve incremental growth. * Focus on customer gaps to build a sales plan to address customer requirements with an associated return on investment. * Lead customer through a buying process and challenge their thinking by driving a mutual buying process leveraging the right resources and information (professional services, SE, PM, White papers, use cases, maturity model, etc.) * Act as a conduit to the product teams and GTM product leads to build an overall strategy for Product penetration in this account space. * Build and maintain pipeline for an assigned region and product specialty. * Coordinate across multiple go to market resources to convey customer trends and requirement and build an effective plan to drive increased pipeline sales. * Create, schedule, and execute sales plays/programs to help generate pipeline growth in your region and monitor effectiveness of these activities. Ensure there is a closed loop process on what pipeline these activities generate. * Collaborate and participate in field marketing activities to help generate leads. * Help the field teams sharpen their skills to qualify, compete and close. * Help develop and deliver face to face workshops on point-of-view positioning, value proposition training, white space coaching, and sales plays in your specific discipline. * Be a positive representative of the company and its brand in the marketplace. Qualifications: * 7+ years successful of software sales experience in the AppSec space. * Pursuing net new clients, developing business and networking with passion. * Developing deep customer relationships. * Creating strong business relationships. * Negotiating large enterprise software deals. * Background in successfully selling security operations software ideal. * Demonstrated, verifiable achievement of consistent, over quota attainment. * Excellent communication skills, collaboration, and ability to navigate a matrixed organization. * Internal drive and self-motivation. * Bachelor's degree preferred. #LI-MC1 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

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