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 BPM, Connectivity and Integration, Application Infrastructure, Cloud Hosting and Support Services. This is a new business role securing new clients for DeeperThanBlue. As a Hybrid Cloud – Middleware 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 middleware solutions.
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 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
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
Skillful objection handling techniques and ability to operate at all levels in an organization
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 multiproduct environment
Proven ability to work with a cross-functional teams and achieve success for customers
Balance of strategic and tactical skills
Strong communication and time management skills
Well organized team player
Desire and drive to progress through the organization
Confident telephone manner
Display a positive attitude
IN RETURN WE OFFER
Competitive remuneration package compromising of a basic and commission plan
Pension Scheme with a leading pension provider
Ongoing learning and development, training and career progression
Excellent working environment
20 days’ vacation (increases with length of service), with your birthday off as standard!
Off-site events throughout the year
To apply, email your CV and Covering Letter to [email protected] with the job vacancy in the email title.