Manager, Strategic Accounts in Seattle, WA

$80K - $100K(Ladders Estimates)

Micro Focus   •  

Seattle, WA 98160

Industry: Enterprise Technology


11 - 15 years

Posted 36 days ago

Manager, Strategic Top Accounts

At Micro Focus, everything we do is based on a simple idea: The fastest way to get results is to build on what you have. Our software solutions enable organizations to do just that. Secure and scalable, with analytics built in, they bridge the gap between existing and emerging IT—fast-tracking digital transformations across DevOps, Hybrid IT, Security, and Predictive Analytics. In the race to innovate, Micro Focus customers have the clear advantage. Our portfolio spans the following areas:

DevOps | Hybrid IT | SecOps | Big Data & Analytics

Take charge of your future and join our dynamic, motivated Sales team as we go to market with a best-in-class portfolio that is helping to shape the world's software landscape. #MicroFocus

About the Role

Micro Focus is seeking an energetic, self-driven enterprise software sales leader to manage a group of Strategic Account Managers (SAMs) who serve as the main point of contact and strategic executive for one or more of our top 20 customers. In this role, you will be responsible for providing direction and managing the team of SAMs will have oversight and responsibility for leading the Sales teams across all products, services and support for one or more of our most important customers in the Americas region. You will be responsible for increasing our footprint and growth, establishing Micro Focus as a trusted IT partner, and facilitating long-term, value-based relationships through direct engagement with decision makers, strategic account plan development, and personalized, one-to-one marketing. The Manager of the SAMs must have deep customer and industry knowledge and be able to influence key decision makers on the Micro Focus value proposition and in our ability to deliver long-term value for our customers.

In this role, you will:

  • Manage the performance of the SAMs and the team overall and grow and develop talent.
  • Build well targeted account plans and strategies for allocating resources and driving sales activities for our Top 20 customers
  • Invest time and effort in understanding the customer's business needs in order to identify current and future sales opportunities
  • Collaborate with the Field Sales, Presales and Professional Services teams for the customer with a focus on maintaining existing business, helping customers get the most out of their investments faster and expanding business in an aligned, coordinated manner
  • Maintain an outstanding level of service and support with our Top customers
  • Work effectively internally within the business processes of Micro Focus


  • 10 or more years of successful enterprise software sales experience in similar space/accounts with proven track record in:
  • Leading successful teams, commitment to performance management and development of team members
  • Developing deep customer relationships
  • Working with senior management/key decision makers and across functions to gain commitment
  • Negotiating large enterprise software deals
  • Achievement of revenue objectives
  • Demonstrated, verifiable achievement of consistent, over quota attainment
  • Strong teambuilding and leadership skills, with the ability to negotiate and resolve conflict
  • Great communication and collaboration skills, and ability to navigate complex, matrixed organizations
  • BS or BA degree in business preferred. Masters degree a plus.

Valid Through: 2019-11-6