Senior Sales Specialist

2 days ago

Johannesburg, South Africa Dimension Data Full time

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.

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 Ltd’s 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 client’s business and depth of knowledge on the technology-specific solution to personalize the recommended solution in line with the client’s 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 client’s 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.’s 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 CFO’s and CPO’s
- Delivery of engaging sales presentations.
- Proficiency in team selling approach
- 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
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