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Alliance Business Development Representative - Security Software

Company: Micro Focus
Location: Cambridge
Posted on: May 25, 2020

Job Description:

Alliance Business Development Representative - Security SoftwareJob Description:

The Business Development Executive role is responsible for strategically engaging with partners and enterprise customers to develop incremental revenue sources for Micro Focus Security, Risk, and Governance (SR&G) solutions. This role is an externally focused thought leadership/evangelist role with responsibilities for recruiting global/regional alliance partners, service providers, channel partners, and developing repeatable joint go-to-market solutions/service offerings while supporting direct sales teams on large cybersecurity deals. The Business Development Executive role is expected to have a nice blend of business, technical, commercial, and large deal structuring skills with an ultimate focus on developing incremental revenue generation engines.

Responsibilities:


  • Identify, develop, and maintain a highly influential ecosystem of cybersecurity experts, thought leaders, and solution architects within alliance partners and large enterprise customers across the sales geography.
  • Demonstrate thought leadership and deep subject matter expertise in the cybersecurity space through industry forums, corporate events, etc.
  • Identify emerging cybersecurity use cases and drive customer-centric innovation opportunities.
  • Develop partnership opportunities to embed Micro Focus SR&G solutions into managed services platforms, turn-key solutions, repeatable solution reference architecture, etc.
  • Enable and support the account teams, business development teams, and pre-sales teams to effectively position SR&G solution plays with alliance partners and customers.
  • Identify emerging cybersecurity solution pilot opportunities and establish customer references/case studies for emerging cybersecurity use cases.
  • Identify and develop opportunities to embed Micro Focus SR&G solutions/capabilities into managed services platforms, turn-key solutions, repeatable solution reference architecture, etc.
  • Establish and maintain a repository of emerging cybersecurity use cases, customer case studies/references, commercial models/frameworks, etc. to drive efficient business development initiatives and continuously explore ways to shorten time-to-revenue.

    Education and Experience:

    • G degree in general management, sales & marketing, computer science, etc.
    • 10+ years of sales and business development experience in the Cybersecurity market.
    • 5+ years
    • 5+ years of thought leadership and evangelism experience in working with alliance partners and global 2000 customers.
    • with an eye towards developing repeatable offerings.
    • Experience in working with on-shore/off-shore personnel across time zones.
    • Results-driven, self-sufficient and self-motivated individuals with a strong commitment to success and delivery excellence.

      Knowledge and Skills

      Must have:

      • Enjoy learning and introducing new technologies to help colleagues and partners embrace and adopt them.


        • Excellent communication skills (oral, written and presentation) with the ability to articulate and sell on value propositions.
        • A track record for being detail-oriented with a demonstrated ability to self-motivate and follow-through on projects.
        • Strong problem-solving skills with an ability to analyze problems and develop actionable and appropriate tactical plans quickly.
        • Strong Business acumen with an understanding across solution lifecycle concept to product.
        • Strong understanding of Strategic Consulting, Systems Integration, Global Delivery Models, Managed / IT Outsourcing Services, Infrastructure Management Services, IT / Data Center Transformation, Identity and Security Management, Open Source, Cloud Computing, Intellectual Property, Platform as a Service, Application Development & Maintenance, etc.

          High Want:

          • Excellent verbal and written communication skills with an ability to communicate effectively with both technical and non-technical audiences at the C level
          • Exceptional interpersonal and relationship management skills
          • Demonstrated effectiveness working across multiple business units to achieve results
          • Proven ability to build and maintain executive level relationships.
          • Ability to succeed in a fast-paced, innovative, and rapidly evolving industry and business organization
          • Works with the Customer Success teams to educate target accounts on the solution set and gets involved in account planning for strategic deals
          • Leads efforts to establish, develop, and expand market share and revenue attainment within named solutions
          • Works to attain various sales objectives related to securing new business opportunities within named customers, engaging Alliances to address solution gaps and with Cloud Service providers and System Integration teams to develop offerings.

            #LI-MC1

            Job:SalesMicro 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, Cambridge , Alliance Business Development Representative - Security Software, IT / Software / Systems , Cambridge, Massachusetts

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