About this role
- University or Bachelor's degree; advanced degree or MBA preferred. - Typically 12+ years of selling experience at end-user account or partner level within software sales - Experience as successful account/business manager, selling to CxO and decision-maker level within the swedish market - Exprianced IT selling skills to large account or Enterprise market public or private sector. - Cross cultural experiance from international matrix organization Do you want to be part of our large account Strategic Alliances sales team at Microfocus Sweden: *Do you have what it take to develop and nurture strategic relationships with our partners(resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) *Can you work closely with business development colleagues and sales teams to increase awareness of strategic alliance opportunities . *Do you want to engage with with scenior executives within the private and public sector, to build strategic relationships and long term opportunities for our company. *Do you have focus on selling to our customers. *Are a software selling CHAMPION Your responsability as an Alliance Manager at Microfocus will be: -To influences large account sales teams to partner for near-term revenue growth and to develop joint relationships, initiatives and programs for long-term sustained account success within Large strategic accounts. -Aligns closely with the regional alliance sales teams to ensure the identification, pursuit, closure, and tracking of sales opportunities to perpetuate the existing base of company revenue. Knowledge and Skills: - Leverages consultative presence in partner to identify opportunities. -Actively and proactively manages the partner to protect & grow company's business; coordinates all partner plans and funnel activities. - Aggressively shapes offers in pursuit of new business and/or portfolio enhancement. - Leadership skills to manage partner's sales force. - Develops account plans. - Executive engagement skills. - Deep understanding of the IT industry, competing vendors, and the channel. - Dimensions include competitive positioning and business models. - Deep understanding of the company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, keyprograms & initiatives, structure and business model. - Deep understanding of the company's products, software, and services. Able to communicate the strengths of company's offerings relative to competition, and overcome objections. -Effectively sells company offerings by building strategic relationships with partner senior management, principles and decision makers; aligning partner and company processes; and promoting company programs and offerings. - Develops strategic plans with the partner to grow the size of the business and company's share. - Partners effectively with others in the account to ensure coordinated efficient account management. - Ability to motivate partner's sales force. - Coordinates and directs efforts across the company's sales teams. At Micro Focus we provide our customers with a best-in-class portfolio of enterprise-grade scalable software with analytics built in. We put customers at the center of our innovation and build high quality products that our teams can be proud of. Through our solutions, we are uniquely positioned to help our customers solve business problems and deliver against the needs and opportunities of Hybrid IT, from Mainframe machines to mobile to cloud. We’re a pure-play software company –we have the level of focus that other technology companies don’t have. We are designed from the ground up to build, sell, and support software. We also have the strong operational foundation, proven over a combined 40 years of experience, to deliver on our commitments to our customers. With 4,000 employees working on R&D, we can focus on innovating in solving the most complex technology problems for customers.