Aiops Itom Sales Engineer

Dubai, United Arab Emirates

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Job Description

:
Responsible for defining, developing & supporting the sales process for technology and solutions with account teams. Engages in account transactions based on technical expertise required in specific deals/programs leveraging specialized knowledge base across multiple accounts. Focuses on area of technical expertise, e.g., specific products/areas within company\'s global business units. Responsible for technical consulting work with customers in selling and supporting company products, services and systems, or software. Provides technical support in sales presentations, product demonstrations, and customer training. Responsibilities:
Opportunity analysis.

Gathers and assesses customer technical needs.
Identifies related needs (lead generation, opportunity expansion).
Identifies site-specific parameters and constraints that impact the solution.
Identifies probable competition.
Solution Planning and Design.
Solicits inputs from other experts as required.
Investigates and optimizes a solution\'s fit to the requirements of an opportunity.
Adapts solution design to new requirements.
Establishes the validity of a solution and its components.
Generates an implementation plan with timelines for the solution.
Creates the appropriate test plan as required.
Anticipates some of the potential challenges for the proposed project plan.
Assists peers in area of expertise as needed.

Client/customer relationship.

Maintains excellent communications with customers.
Advances opportunities through the use of effective consultative selling techniques.
Builds customer loyalty through being a trusted advisor.
Partners effectively with others in the account to ensure problem resolution and customer satisfaction.

Team collaboration.

Actively supports the account team with solution advice, proposals, presentations, and other customer communications.
Engages appropriate additional technical resources as needed.
Provides support to deals in the pipeline where needed.

Education and Experience Required:

Technical University or Bachelor\'s degree preferred.
Typically 3-5 years experience in technical selling.
Technical and/or solution experience in industry.

Knowledge and Skills:
Technical/Solution acumen.

Knowledge of the company\'s portfolio.
Demonstrates a basic knowledge of the company\'s solutions, including company services.
Demonstrates strong technical capabilities in assigned area of specialization.
Understands data business center components and how IT is used to address business needs.
Demonstrated ability to work as a contributing team member for large complex projects.
Has a high level understanding of the company\'s product roadmaps for BU\'s within area of specialization.
Has demonstrated hands-on level skills with some of the technology.

Business acumen.

Understands basic financial and accounting concepts.
Understands customer value chain concepts.

Industry acumen.

Understands basic business structures and processes in assigned area of responsibility.

Solution selling.

Demonstrates good questioning techniques and related communications skills.
Strong technical selling skills.

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

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