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US Professional Services Practice Leader

Company: Micro Focus
Location: Plano
Posted on: March 27, 2020

Job Description:

US Professional Services Practice Leader

JOB DESCRIPTION:

US PROFESSIONAL SERVICES PRACTICE LEADER

Micro Focus helps organizations run and transform its business through four core areas of digital transformation: Enterprise DevOps, Hybrid IT Management, Predictive Analytics and Security, Risk, and Governance. Our software provides the critical tools they need to build, operate, secure, and analyze their enterprise. By design, these tools bridge the gap between existing and emerging technologies enabling faster innovation, with less risk, in the race to digital transformation.

ABOUT THE ROLE

The US Professional Services Practice Leader is responsible for setting the direction and managing the deliverables of the sales team and achieving revenue and expense objectives. This person builds pipeline and provides forecast to achieve linearity and financial objectives, as well as leading and driving the largest sales opportunities in the US region. Resolves customer problems and participates in important negotiations with key customers. Where appropriate, seeks to build strategic executive relationships externally with clients and internally within company, and partners with internal and external resources to develop best-in-class solutions for the customer. Provides guidance on process improvements and recommends changes in alignment with business tactics and strategy for area of responsibility. Plans, manages and monitors operational/tactical activities of Staff. Staff members' work may involve strategic issues. Recruits and supports development of direct staff members. Manages the performance of individual contributors and the team overall and coaches, grows and develops talent within the organization. Close collaboration with regions Client Principals and Delivery Manager on delivering and implementing Micro Focus services to our customers. https://www.microfocus.com/en-us/support/consulting-professional-services has details about our Professional Services team.

THE US PROFESSIONAL SERVICES PRACTICE LEADER WILL:

Deliver the Business: Develops a clear plan to drive execution, deliver the numbers and meet business goals.

* Monitors results through metrics to keep orders, time rate and deal closure on track

* Engages peers to ensure forward movement on business deals and goals

* Develops risk mitigation plans for expected and unexpected impacts to the business

* Regularly visits the main customers in the Region

* Sponsor of the top sales opportunities every quarter

Foster the Culture: Evangelizes the breadth and depth of Micro Focus to create synergies and opportunities that drive change, innovate and increase results.

* Promotes the vision for transforming Sales to build a climate of performance and success

* Embraces change to scale opportunities and ignite ideas from team and customers

* Represents the value and talents of his or her team to promote One-Micro Focus customer opportunities

* Build strong partnership with the License and Support organization

Team Enablement, Coaching and Development: Translates strategy into a clear set of priorities. Uses a horizon view to accelerate team performance, engage employees and increase agility.

* Looks beyond the quarter to identify business needs, skill or capability gaps to develop team readiness

* Sets clear performance expectations and holds regular discussions to acknowledge achievement, highlight areas for improvement and enhance careers

* Hires above the watermark to increase team potential and inspire individual growth

* Creates one team across Sales and Service Delivery

Pipeline Management: Disciplined review of opportunities and data driven decisions for forecast accuracy and consistent revenue growth.

* Uses data to forecast and manage the plan for attaining quota to achieve consistent revenue

* Looks ahead to plan long-term approaches while driving execution within the quarter

* Monitors results through metrics and customer satisfaction, quarterly reviews and performance feedback

* Embraces the whole solution portfolio to drive cross-sell and up-sell solving

Resource Optimization: Plans and negotiates the use of resources and tools to increase efficiencies, circle the account and win in the market.

* Collaborates with stakeholders to develop shared view of GTM plan, ensure enablement and leverage economies of scale when deploying critical GTM strategies

* Leverages own network for improved business results and customer experience

* Leverages resources and plans for demand volume to balance workload and develop bench strength

Customer and Market Intelligence: Continuously develops deep insights into the market and competitive landscape to serve customers and drive competitive wins.

* Uses understanding of customer challenges to identify and actively develop relationships across the Business Units to assemble customer teams

* Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer s buying decisions

* Addresses competitive differentiators for Micro Focus at the business and solution level, specific to the customer s implementation and use case

EDUCATION AND EXPERIENCE REQUIRED:

* University or Bachelor's degree.

* Typically 7+ years experience in sales.

KNOWLEDGE AND SKILLS REQUIRED:

* Directly related management experience and work results including success in achieving progressively higher quota or other sales related goals.

* Demonstrated level of project management skills

* In addition to core selling skills, should have proven success and demonstrated leadership in the key areas above.

If you want to be part of what's next and find out more about our available opportunities, visit Micro Focus Careers.

#LI-SD1

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

Keywords: Micro Focus, Plano , US Professional Services Practice Leader, Other , Plano, Texas

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