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Hybrid Cloud Solutions Sales Specialist

Job Specification

Location: At our offices in Victoria Quays, Sheffield, S2 5SY, UK / remote

Salary: Competitive + commission plan

Reporting to: Sales & Marketing Director

The role: The DeeperThanBlue sales team are seeking a Hybrid Cloud (Middleware) Solutions Sales Specialist. In this role, you will support our strategy to promote our solutions which cover Cloud Integration and Cloud Native applications development, Business Process Automation, Application Infrastructure, Cloud Hosting and Support Services. This is a new business role securing new clients for DeeperThanBlue. As a Hybrid Cloud – Sales Specialist, you will be responsible for building strategic relationships with executives and key business leaders to promote solutions. We’ll need you to have experience working with medium to large enterprise accounts and selling cloud and middleware solutions.

ROLE RESPONSIBILITIES

Work in a fast paced sales environment
Work with the sales team to plan the overall Hybrid Cloud – Middleware strategy within a defined territory/ industry
Work with our partners (IBM) enterprise sales teams to ensure DeeperThanBlue Middleware solutions become the first choice for our joint (strategic) customers
Works with the Marketing team to develop and execute programs to drive pipeline & close deals
Develop and deliver custom sales presentations and demonstrations.
Guide the customer from the initial adoption of Middleware from basic Application Server technology and grow the account to include Rules Engines, Business Process Management platforms, Integration Bus, Enterprise Messaging, and Portals, etc.
Gain the trust of senior IT and business executives within key accounts and create long-term partnerships with them to become their trusted advisor
Develops sales best practices securing repeatable and expansive opportunities across new named accounts
Forecast and Report on leads and opportunity progression on a frequent basis to the Sales Director
Annual Revenue – Achieve/exceed quota targets

EXPERIENCE REQUIRED

A self-starter, who thrives under pressure to achieve challenging goals
Excellent questioning, qualification and closing skills
The individual will have the ability to identify appropriate sales strategies and execute to a sales plan
Skilful objection handling techniques and ability to operate at all levels in an organisation
Strong communication skills, notably being able to explain value propositions to identified key decision-makers
Ability to operate in a fast-paced environment
Knowledge of MS-Office tools, principally Outlook, Excel, Powerpoint, and Word
Degree or equivalent is preferred
4+ years of experience in a solutions sales role
3+ years of experience focused on enterprise middleware like IBM WebSphere, Oracle Fusion/ Weblogic, Red Hat JBoss Middleware
Background in consultative customer engagement with a middleware software provider or on the sales team of a middleware software reseller
Broad experience with enterprise middleware technologies
Proven successful sales experience in this market and consistent quota achievement
Outstanding communication skills, both written and verbal; ability to present to senior executives at large organisations
Ability to sell solutions in a multi-product environment
Proven ability to work with a cross-functional teams and achieve success for customers
Balance of strategic and tactical skills