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Hybrid Cloud Middleware Solutions Sales Specialist

Job Specification

Location: Sheffield office / 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 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.

 

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 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
  • 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

 

PERSONAL ATTRIBUTES
  • Strong communication and time management skills
  • Well organized team player
  • Desire and drive to progress through the organization
  • Self-motivation
  • 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.