Infrastructure Software Sales Specialist

4 days ago

Cape Town, South Africa Dimension Data Full time

The Software Sales Specialist is the demand generating engine for the software business and will work in partnership with the Software GTM Director to develop the sales strategy for software and EAs. They will be responsible for the LAND stage of the Lifecycle on Software focused opportunities

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 will be a core focus of this role.

**KEY ROLES AND RESPONSIBILITIES**:

- Shares responsibility for win strategy with sales, challenge sub-optimal 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 C-level, particularly CFO’s and CPO’s
- Delivery of engaging sales presentations
- Proficiency in team selling approach
- 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

**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 technology-specific 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 ROI-impactful 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 high-value prospects and existing clients. Communicates with clients in a proactive and timely manner.
- Can demonstrate strong relationships with 1-2 IT buyers at each client.

**Solution Knowledge**
- Independently matches solutions to customer value areas and can have detailed discussions with stakeholders on all value pro

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