.Micro Focus is one of the world's largest enterprise software providers. We deliver mission-critical technology and supporting services that help thousands of customers worldwide manage core IT elements of their business so they can run and transform—at the same time**About the role**In this role you will be responsible for creating, qualifying, developing & selling solutions with account team. Composed of TCC - Technical Client Consultants, Lead Solution Consultant (LSC) and Software Solution Consultants. Possesses consultative selling and deep IT infrastructure know-how in there solution area of expertise; TCCs and SSC's are account-dedicated, focused on account and business issues. Are opportunity focused, responsible for driving an opportunity or set of opportunities to closure. These jobs focus on selling to customers, typically through work that occurs outside the company offices.**_ Responsibilities: _****_Opportunity analysis_**- Gathers and assesses customer needs, both business and technical; works with customer IT and LOB management to develop an accurate understanding of business needs and related issues.- Identifies related needs (lead generation, opportunity expansion).- Identifies customer-wide IT parameters and constraints that impact the solution.- Identifies probable competition and evaluates relative company strengths.**_Solution Planning and Design_**- Architects an appropriate technical solution to meet the customer's requirements.- Optimizes a solution's fit to the requirements of an opportunity plus the broader customer IT strategy.- Balances and incorporates the inputs of specialists in the solution design.- Adapts solution design to new requirements.- Anticipates and plans for competitive threats.- Establishes the validity of a solution and its components with both short and long term implications.- Identifies the growth path, scalability options and implications for customer IT strategy and/or related LOB implications of a solution and includes these in design activities and account planning.**_Client/customer relationship_**- Builds strong professional relationship with key IT and LOB executives across the Region.- Understands and addresses CxO issues.- Applies consultative selling techniques to advance opportunities.- Builds customer loyalty through being a trusted advisor.- Partners effectively with others in the account to ensure problem resolution and customer satisfaction.- Effectively communicates and articulates the details of their component roles in a proposed customer solution.**_Account team collaboration_**- May actively participate with the account team in account and opportunity planning across the Region.- Provides solution advice, drives proposals, presentations, and other customer communications during pursuit.- Transfers knowledge to account team.- Understands the roles and proactively engages other teams and resources within company and partners