Infrastructure Software Sales Specialist

2 weeks ago

Johannesburg, Gauteng, South Africa Tych Business Solutions Full time

KEY ROLES AND RESPONSIBILITIES:

  • Shares responsibility for win strategy with sales, challenge suboptimal RFPs with an alternative approach focused on business value and a set of insights to differentiate.
  • Drives overall software sales engagement, pricing, and commercial & contractual terms.
  • Shall be responsible for the achievement of an annual Sales Quota (GP Target)..
  • Shall be responsible for driving SDI Services sales with software sold.
  • The individual will need to understand the components that create various Enterprise Agreements and/ or Enterprise License Agreements (EA / ELA)
  • Build required sales plans to position the components with the client
  • Work with the wider team to execute the sale
  • Partner with the Software Lifecycle Specialist and drive the activation and value realisation of the required software components
  • Drive the conversation towards an EA.
  • Identifying and driving EA upsell opportunities across the relevant Practices
  • Responsible for driving the education programs into the Client Managers to ensure they understand the software sales motion to accelerate scalability of you as a software sales specialist
  • Support the closure of opportunities 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
  • Demonstrate success in achieving and exceeding sales and financial goals
  • Mastery in developing and encouraging meaningful customer relationships up to Clevel, particularly CFO's and CPO's
  • Delivery of engaging sales presentations
  • Proficiency in team selling approach
  • Have a clientcentric approach, able to understand customer problems and find bestfit 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
Client interaction and engagement, and understanding

  • Uncover and understand client business goals
  • Articulate the solution/deliverables that the client requires
  • 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 client's business and depth of knowledge on the technologyspecific solution to personalize the recommended solution in line with the client's need
Sales Pursuit

  • Effectively identifies and qualifies prospects with little support.
  • Proactively searches for new prospects by conducting market research, will call on all types of prospects and has established several strong relationships with stakeholders.
  • Identifies clients and buyers with problem the majority of NTT(Ltd) solutions can solve.
  • Understands the conditions where clients are open or ready to solve the problem with you and actively creates needs into NTT opportunities to meet pipeline targets in SFDC.
  • Prioritizes tasks and balances reactive issues as necessary. Regularly updates and prioritizes opportunities for all accounts throughout the year, and appropriately allocates sales time between clients and opportunities.
  • Understands the concept of a solution and crafts an ROIimpactful solution with help.
  • Is able to cocreate solutions with IT buyers
  • Has the ability to work independently to close opportunities.
  • Understand the sales process and follows an approved sales process to increase win rates
  • Proactively pursues training and development
Client Management

  • Builds relationship quickly with highvalue prospects and existing clients.
  • Communicates with clients in a proactive and timely manner.
  • Can demonstrate strong relationships with 12 IT buyers at each client.
Solution Knowledge

  • Independently matches solutions to customer value areas and can have detailed discussions with stakeholders on all value propositions.
  • Understands all Dimension Data solutions and competitive offerings and can differentiate between
  • Dimension Data and specific competitor offerings.
  • Shows advanced understanding of changes in technology and can answer questions in the moment about new developments.
  • Can discuss technical and support services offerings across a single solution and brings in relevant services specialists whenever the client meets threshold for manages services help.
Resource Optimisation

  • Increases internal network to include strong relationships with other NTT(Ltd) teams and some other internal business functions (accounting, marketing, sales leadership, etc.).
  • Can differentiate between the characteristics of effectiv

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