Account Sales Manager - Shanghai

Location: Shanghai, China
Department: Direct Sales
Reporting to: Territory Manager, China

Job role/broad overview

• Located in Shanghai and be responsible for territory/accounts sales in East/South China region
• Establish and manage the key named accounts in the regions
• Identify, qualify and close sales opportunities in agreed territory/accounts
• Achieve revenue targets in agreed territory/accounts (revenue recognized includes S/W licenses fees + professional services + 1st year's maintenance)
• Establish and manage the channel partners in the region to meet the company objectives as well as to grow the business by leveraging the partners resources and networks
• Be responsible for growing mind-set and product awareness to existing and new customers in the territory/accounts
• Keep up-to-date on all Micro Focus software products and solutions

Main Activities

• Establish and execute business plan for agreed territory/accounts
• Promote business relationship with customers
• Prepare customer profiles and account management plans (at least for the top 20 accounts)
• Assist customers to determine their needs and identify value proposition accordingly
• Arrange presentations and demonstrations of products and services
• Liaise with technical and support staff regarding technical aspects of proposals, trials and installations
• Monitor and be aware of competitors' product and services strategies
• Work closely with the Global Sales Leader to complete quotations, business proposals and tender responses; observe and follow the discount rules; negotiate price and contract terms
• Meet quarterly sales target
• Liaise with delivery staff/Channels to ensure services delivery capability
• Liaise with the channel team to identify the best channel to work with in each and every potential deal so as to maximise the chance of winning and minimise the possibility of having channel conflict.
• Promote, develop and expand the Micro Focus branding and footprints in the market
• Establish and execute marketing plan for the regions
• Update sales forecasting system as appropriate / provide timely and accurate management reporting

Position Requirements

• More than 5 years of relevant sales experience preferably in the IT Software Industry with major multi-national companies
• Education in Software Engineering, Information System/Technology would be an advantage
• General understanding of IT trends and Software technologies such as Cloud computing, Application lifecycle, Quality management, Web Services, Windows, Java, etc
• Ability to dig out and understand customer interests/requirements, and transfer to sales opportunities
• Good analytical and problem solving skills
• Good performance record and reputation in sales history
• Software sales background of Government/Manufacturing enterprise accounts is desirable
• Good communication skills in English and Mandarin
• Personality of accountability and team player
• High integrity

To Apply

Micro Focus is an Equal Opportunities Employer. Prospective employees will receive consideration without discrimination because of race, religion, gender, national origin, age, disability, marital status, sexual orientation, or any other legally protected status.

We offer a competitive compensation package and an extensive arrange of benefits that become effective immediately upon hire. The apply, please email your CV to amrita.kaur@microfocus.com