Account Executive, Identity & Access Products - Northern California (2018669)

Micro Focus Sunnyvale, CA
At Micro Focus, everything we do is based on a simple idea: The fastest way to get results is to build on what you have. Our software solutions enable organizations to do just that. Secure and scalable, with analytics built in, they bridge the gap between existing and emerging IT—fast-tracking digital transformations across DevOps, Hybrid IT, Security, and Predictive Analytics. In the race to innovate, Micro Focus customers have the clear advantage.

Our portfolio spans the following areas:

DevOps | IT Operations| Cloud | Security | Info Governance | Big Data, Machine Learning, & Analytics

The Account Executive is responsible for offering Micro Focus Identity & Access software products and services to a protected set of Fortune 500 clients in the region. The ideal candidate will be a self-starter with an entrepreneurial drive, organized and motivated by success and able to demonstrate a track record of sales attainment. With the support of the Company and regional resources, you will:

* Focus on maintaining existing and building new sales relationships with a stellar list of Fortune accounts in his/her assigned territory

* Invest time and effort in understanding a client's business needs in order to identify current and future product sales opportunities

* Managing large complex accounts

* Generate revenues through the sale of new licenses, maintenance and professional services

* Develop incremental revenues by leveraging new and existing business relationships with selected regional channel partner organizations

* Maintain a good level of service and support with existing customers

* Strive to possess a thorough knowledge of NetIQ products and services

* Present and sell NetIQ solutions to all levels within client organizations

* Interface with management in the development and execution of the territory sales plan

* Work effectively internally within the business processes of Micro Focus.

Required Skills:

* A minimum of 5 years of field sales experience, preferably enterprise-class software and services into IT departments.

* Experience in structuring license transactions of varying size and scope.

* Business-level understanding of IT server environments including Microsoft Windows NT/2000 and UNIX

* Thorough understanding of the effort required to build sales pipeline

* Excellent verbal and non-verbal communication skills

* Exemplary work ethic with a proven and verifiable track record of meeting and exceeding revenue quota in a field sales role

* A high-level of self-motivation, commitment and activity to attain corporate and personal goals

* College Degree or equivalent experience

* Team player with a positive attitude