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Sales and Solutions Specialist

2 months ago

Sandton, South Africa Dimension Data Full time
Job Overview

The Sales Specialist role at Dimension Data involves pursuing and landing qualified leads identified by the Client Management team and Lead Generation Representatives. This sales persona will primarily focus on presenting solutions, value propositions, partner configurations, cost structures, and revenue models to clients that meet their needs.

Main Responsibilities

  • 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 Dimension Data'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 it can contribute to our own solutions set
  • Client interaction and engagement, and understanding Company
  • 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 personalise 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

Requirements

  • A Wholesale, Global Carrier background
  • Solid sales experience in a technology or services environment
  • A sound understanding of IT Managed Services environment
  • Demonstrable experience of solution-based selling with a proven track record of sales over-achievement
  • Prior experience of selling complex solutions and services to C-Level clients
  • Experience of resolving a wide range of issues in creative ways to meet targets and objectives
  • Strong experience of 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