Infrastructure Software Sales Specialist

9 hours ago

Cape Town, South Africa Tych Business Solutions Full time

**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 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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