Sales Specialist

4 weeks ago

Cape Town, Western Cape, South Africa Dimension Data Full time
Job Description

The Sales Specialist role is a quota-bearing sales persona responsible for pursuing and landing qualified leads identified by the Client Management team and Lead Generation Representatives. The Sales Specialist will identify new opportunities from a selection of existing accounts and present solutions, value propositions, partner configurations, cost structures, and revenue models to clients that meet their needs.

The Sales Specialist will work directly with clients at various levels, as well as internal subject matter experts. 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, while developing new business channels and territories, will be a core focus of this role.

Key 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 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 and client teams.
  • Work with relevant technology vendors and ensure deep understanding of their solutions and how it can contribute to our own solutions set.
  • 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 needs.

Requirements:

  • Understanding of Modern Workplace solutions and services.
  • Distributing Working.
  • Collaboration and Communication.
  • Digital Events.
  • Mobility.
  • Smart Workplace.
  • Hybrid and Remote working solutions.
  • Solid sales experience in a technology or services environment.
  • 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.

Preferred Qualifications and Certifications:

  • A Degree in a Technical or Sales field are preferred but not essential.
  • Negotiation Skill methodologies such as Scotworks.
  • Solution Selling/SPIN skills.
  • Desirable: AWS Cloud Practitioner Essentials Training, MS Azure Fundamentals Training or latest equivalent are also desirable.

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