Software Sales Representative - Service Management

The Information Technology Service Management (ITSM or Vantage) Sales Representative is responsible for the direct sale of Compuware ITSM products, an application-centered suite of software products that makes it easy to monitor, analyze, resolve and prevent application performance problems with precise diagnostic information and reports.  The Vantage ITSM Sales Representative develops a regional sales strategy in line with achieving sales objectives, and positions Compuware as a total performance solution provider.  

Primary Roles/Responsibilities:

• Serve as the sales person for Vantage solutions within a geographic region.




• Develop a regional sales strategy, including a target prospect list, a regional sales plan, and a channel sales plan, coordinate regional Vantage events, and qualify Vantage prospects.




• Represent Vantage relative to the competition, positioning Compuware as total performance solution providers.




• Deliver Vantage sales presentations/demonstrations.




• Own the Statement of Work development.




• Forecast and report sales activity.




• Travel as required.




• Perform additional duties as required.  

Required Skills/Competencies:

• Senior level of sales experience (at least 5 years), selling software solutions to senior (C-Level) executives.




• Technical acumen with the ability to present and sell technology products in a business context.




• Experienced in several of the following:  systems management, network management, application performance management, NT and UNIX systems administration background.




• Ability to establish client relationships and network within organizations.




• Experienced in selling in a team environment and ability to coordinate activity with product sales representatives, services account managers, Channel Partners, and Vantage subject-matter experts (SMEs).




• Ability to qualify opportunities and assess prospect value.




• Ability to forecast sales opportunities.




• Consistent top performer.




• Strong presentation, management, and negotiation skills.




• Process-oriented, strategic approach to selling with a track record of qualifying and closing complex, high value sales transactions.




• Desire to participate in Compuware sales training, tools training, and ongoing product specialization training.




• Ability to drive the sales process from prospecting through closure. 

Desired Skills/Competencies:

• Established relationships with executives and IT decision-makers throughout a local/regional territory.