SR. ACCOUNT EXECUTIVE, PS

Hiring Manager.
Yasunori NAKAYAMA Talent Acquisition Advisor.
Tomo Yamane Job Code Level.
SPP4  Refer Your Friends!     Management level definitions Manages the Professional Services organisation for a specific country or territory.
This is a management role including end to responsibility for customer satisfaction, business unit profit and loss, line management of sales team and overall development of the Professional Services employee team.
Also represents Professional Services with the other Micro Focus business units within the country, and a key member of the Asia Pacific and Japan Professional Services leadership team.
Responsibilities Accountable for business growth, company market share and revenue increases.
Manages all Professional Services sales activities Sets quota and goals for sales team Develops tactics to generate new sales.
Provides input to team on overall sales strategy, cost optimization, and disciplined process management (pipeline review, asset management, demo sales achievement, etc.).
Ensures optimum sales coverage through direct and partner sales resources and different routes to markets.
Develops sales resources and management talent to ensure a pipeline of qualified sales talent to support future growth.
Implementation of master pipeline management.
Builds lasting, consultative relationships with customer accounts.
Coach and support sales teams and leadership in developing key and/or difficult account opportunities Builds long-term growth opportunities using the Account Business Planning process.
Develops the consultative, solution selling capability in their organization to develop compelling business cases to differentiate and highlight the value of the company’s broad portfolio.
Ensures resource deployment encompasses end-to-end selling support across the Micro Focus business units Engages Micro Focus Business Unit Sales Teams (Specialists, Channel Partners, and Alliance Partners) to fully leverage all of the company’s products and technology offerings Works with the delivery team to ensure strong transition from sales to delivery and a successful customer outcome from all sales Responsible for the profit and loss of the Professional Services business unit Balances short term with long term planning and resource investment Demonstrates thought leadership by directing the customer’s application of technology to new business problems.
Creates a performance driven culture that ensures the company has the best IT sales force in the industry.
Classification Guidance The sections below help differentiate between levels to enable consistency.
Education and Experience University or Bachelor’s degree, advanced university or Master’s degree preferred.
5-10 years of sales and progressive management experience.
years of industry experience.
Demonstrated results in growing a business or expanding a market.
Knowledge and Skills Strategic Sales Planning & Implementation – Provides input to the development of strategic sales plans that reflect the company’s business strategy to advance market share/penetration and achieve profitable growth.
Budget Management & Cost Optimization – Manages within set spending parameters to protect the company’s business and sales assets, and ensures their effective engagement.
P&L Management – Sets and manages the business investments and resource allocations essential to ensuring the financial growth of business group.
Should focus on balance sheet.
Optimized operation to improve balance sheet position.
Vertical Industry Acumen – Develops and exercises a profound understanding of business dynamics within area of control, as a basis for informed business decision making.
Workforce Planning – Executes acquisition and development strategies targeted to ensuring workforce readiness, and market opportunity responsiveness.
Execution Management – Collaborates effectively with the company's BUs and value chain partners to ensure operational responsiveness to challenges, and alignment with business imperatives.
Acts decisively once decision is taken.
C-Level Partnering – Contributes to enduring executive relationships that establish the company’s consultative professionalism and promotes its total solution capabilities at the highest levels of the client’s organization.
Acts as the escalation point for customer issues.
Competitive Positioning/Strategy – Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer’s buying decisions.
Solution Selling – Approaches selling from a business solution perspective to ensure that company products and services accurately address the client’s true business need in terms of type, scope, level.
Business and Financial Acumen – Exhibits authoritative business and financial acumen to develop meaningful business recommendations; Understands the portfolio aspect of the company’s products/services and how the businesses work together.
Understands the balance sheet drivers of channel partners and balances with company requirements.
Change Management – Acts as an advocate for innovation and change across the organization.
Problem Solving – Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution.
Global Presence – Represents the company on global accounts with the cultural sensitivity and business maturity appropriate to the high degree of corporate access and level of responsibility involved.
Leadership – Able to lead effectively in a complex and political environment, and deliver results; Able to influence without direct authority; Able to balance between competing priorities and be flexible and creative; Able to drive team performance to best in class; Able to create and build highly effective sales teams and organization; Able to communicate effectively across multiple levels in client organizations, the company and the industry.
Impact/Scope Responsible for industry segment or geography.
May have multi country scope and impact.
Responsible for all go-to-market sales motions.
Senior level interaction with CXO customers and within the company.
Complexity Experience in managing a broad and complex portfolio of products and services.
Managing customers across a broad industry base and/or a large geographic region.
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