Business Development Representative
Sales Specialists & Consultants are product, services, software
or solution specialists that are responsible for leading pursuit in
their assigned focus areas. 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, or may be allocated to one high-potential,
competitive attack account.
Actively prospects within accounts to discover or cultivate
solutions sales opportunities within area of technical specialty
(in close cooperation with the account manager.
Manage sales pipeline.
Formulate and expand solutions to generate additional product or
service attachments and up sell revenue.
Certain roles may also sell through the channel.
Establish a professional, working, and consultative,
relationship with the client, by developing a core understanding of
the unique business needs of
the client within their industry.
Work with the client up to IT management level.
Contribute to building of the pipeline by generating leads and
referrals and new customer opportunities within specialty area.
May focus on growing contractual renewals for small-to-mid size
accounts with limited complexity, to higher-total contract-value
Interface with both internal and external/industry experts to
anticipate customer needs and facilitate solutions development.
Build sales readiness and reduce client learning curve through
effective knowledge transfer in area of specialization.
Education and Experience Required:
University or Bachelor's degree preferred.Demonstrated
achievement of progressively higher quota, diversity of business
customer and higher level customer interface.
Detailed knowledge of key customer types or customers on given
Typical Experience: Recent Grad and up to 3 years of experience
in specialty sales
Knowledge and Skills:
In depth knowledge about product, service, solution and
differentiators between own offerings and what competitor's
Applies specialized technical product/service/ solution
knowledge in working with account teams to screen and prioritize
multiple leads for feasibility.
Use knowledge in specialty, and consultative selling skills, to
proactively help customers with making IT business decisions.
Assesses solution feasibility from a technical and business
perspective to determine "qualify-in"/"qualify-out" status
Solid communication and presentation skills within IT at the
Product demonstration, customer training, product installation
skills. (for product specialty roles)
Conceptualizes and articulates well-targeted solutions in area
of specialty - product, service, solution -- from proposal to
contract sign- off.
Have enough knowledge about a product, service or solution to be
able to qualify a deal.
Negotiates profitable deals so that the company can expand
opportunities based on the existing business and increase the
company's footprint and revenue.
Opportunity prospecting as related to specialty area and in
expanding existing client business, in order to generate
leads/referrals to account team.
Maintain knowledge of industry trends, associated solutions, and
key partner/ISV solutions.
Regular use of Siebel updating deal profile and forecasting
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