Security Sales Specialist

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Your career here is about believing in yourself, and taking on great opportunities and new challenges.Itâs about growing your skills and expertise in your current role and preparing yourself for the future.  Thatâs why we encourage you to take every opportunity to grow your career within our great global team.

Are you ready to take the next step in your career?

Job Description Summary
Dimension Data is a proud member of the NTT Group, a global IT powerhouse headquartered in Japan. As part of NTT, we deliver a wide range of IT services and solutions to clients around the world. Although the Dimension Data brand was retired in some parts of the world in 2019, it remains well-recognized in the Middle East and Africa. Join us and become part of the NTT family as we continue to provide innovative solutions that help our clients achieve their business objectives.

The Sales Specialist role is a quota-bearing sales persona and the purpose is to primarily pursue and land qualified leads identified by the Client Management team and Lead Generation Representatives. The Sales Specialist will identify new opportunities from a selection of existing accounts, and present solutions, value propositions, partner configurations, cost structures and revenue models to the client that meet their needs. The SS will work directly with clients at a variety of levels, as well as internal subject matter experts.

A substantial amount of time will be spent on engaged selling or supporting the sales process in partnership with Client Managers. Contribute to the pre-sales process by working with pre-sales architects to create the best solution design for the client.

Building and developing excellent stakeholder relationships with new and existing clients, whilst developing new business channels and territories will be a core focus of this role.

What you'll be doing

The Sales Specialist role is a quota-bearing sales persona and the purpose is to primarily pursue and land qualified leads identified by the Client Management team and other respective teams. The Sales Specialist will identify new opportunities from a selection of existing accounts, and present solutions, value propositions, partner configurations, cost structures, and revenue models to the client that meet their needs. The Sales Specialist will work directly with clients at a variety of levels, as well as internal subject matter experts.

A substantial amount of time will be spent on engaged selling or supporting the sales process in partnership with Client Managers. Contribute to the pre-sales process by working with pre-sales architects to create the best solution design for the client.

Building and developing excellent stakeholder relationships with new and existing clients, whilst developing new business channels and territories will be a core focus of this role.

Responsibilities
Domain and industry Subject Matter Expert

• Maintain Subject matter expertise in a technology domain, multiple domains or solutions set
• Support the closure of sales based on technology domain knowledge
• Address the technology conceptual challenges during the sales process
• Maintain a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients
• Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market
• Contribute to the knowledge base of NTT Ltdâs solutions and services within a practice area or service area by sharing best practices with internal teams, as well as client teams
• Work with relevant technology vendors and ensure a deep understanding of their solutions and how they can contribute to our own solutions set

Client interaction and engagement, and understanding

• Uncover and understand client business goals
• Articulate the solution/deliverables that the client requires, as opposed to the products that they need to buy
• Articulate our value propositions throughout all steps in the sales process
• Conduct functional gap analysis and address business issues raised by clients
• Prepare and conduct client workshops and presentations
• Establish relationships with multiple client stakeholders and secure deals with clients to achieve assigned sales quotas and targets
• Use understanding of the clientâs business and depth of knowledge on the technology-specific solution to personalize the recommended solution in line with the clientâs need

Opportunity identification and closing sales

• Be able to spot new sales opportunities within an account and work with the sales teams to drive them to closure
• Pursue and land qualified leads identified by the client managers and other lead generation sources
• Work alongside Client Managers to support the sales process, position technology solutions, and close the deal

Execute on the sales strategy

• Support the wider territory sales plan and execute the sales strategy, and based on that define your own plan for your solution to achieve your sales targets
• Develop and maintain clear account plans for appropriate clients and targets
• Discover, forecast, and run opportunities in the medium and long-term

Defining deals

• Scope and document solutions to meet customer requirements
• Identify, assess and highlight client risks that could prove detrimental to the clientâs organization and credibility

Supporting the Sales process

• Collaboratively work with sales teams, especially Client Managers, to successfully close the deal
• Partner with internal teams to ensure the scope of work and proposals are tracked and managed
• Work closely with other in-territory counterparts and matrix teams to achieve the shared goal of growth
• Use NTT Ltd.âs sales methodologies and tools such as target plans, opportunity plans, and account plans to drive the sales process
• Develop and implement an opportunity plan, to provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders

Knowledge, Skills, and Attributes Required

• Demonstrate success in achieving and exceeding sales and financial goals
• Mastery in developing and encouraging meaningful customer relationships up to C-level, particularly CFOâs and CPOâs
• Delivery of engaging sales presentations.
• Proficiency in team selling approach
• In-depth knowledge of competitors and ability to apply competing successful sales strategies
• Ability to define sales strategy
• You will have a client-centric approach, able to understand customer problems and find best-fit solutions
• Flexible to adapt quickly to short, new missions or urgent deadlines
• Negotiation skills to craft solutions that are beneficial to customers, partners, and NTT overall
• Strong business acumen
• Client Engagement and management Skills
• Sales Solution Skills
• You are a phenomenal teammate, you know how to drive sales teams and collaborate with them

Required experience

• Solid sales experience in a technology or services environment
• Sound understanding of IT Managed Services environment
• Demonstrable experience of solution-based selling with a proven track record of sales over-achievement
• Prior experience in selling complex solutions and services to C-Level clients
• Experience in resolving a wide range of issues in creative ways to meet targets and objectives
• Strong experience in networking with senior internal and external people in the specialist area of expertise
• Expert level capability and the ability to work independently with little instruction on day-to-day workload

Required Qualifications and Certifications

• A Degree in a Technical or Sales field is preferred but not essential
• Negotiation Skill methodologies such as Scotworks
• Solution Selling/SPIN skills
• Desirable: AWS Cloud Practitioner Essentials Training, MS Azure Fundamentals Training, or latest equivalent are also desirable

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Skills Summary

Account Planning, Cross-Selling, Identifying Sales Opportunities, Planning Operations, Presenting with Impact, Sales Process

What will make you a good fit for the role?

Workplace type:

Hybrid Working

Join our growing global team and accelerate your career with us. Apply today.

A career at NTT means:

• Being part of a global pioneer â where you gain exposure to our Fortune 500 clients and world-leading global technology partners and work with a network of over 40,000 smart and diverse colleagues across 57 countries, delivering services in over 200 countries.

• Being at the forefront of cutting-edge technology â backed with a 150-year heritage of using technology for good. With 40% of the worldâs internet traffic running on our network and where Emoji were first invented, you can be proud of the groupâs many new âfirstsâ.

• Making a difference â by doing meaningful work that helps to shape the future for our clients, and across industries and communities around the world.

• Being your best self â in a progressive âConnected Workingâ environment that promotes flexibility, connection and wellbeing. Where diversity and different perspectives are embraced to ensure equal opportunities for all.

• Having ongoing opportunities to own and develop your career â with a personal and professional development plan and access to the broadest learning offerings in the industry.

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