sales specialist – Hybrid IT


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
  • In-depth knowledge of competitors and ability to apply competing successful sales strategies
  • 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
  • Sound understanding of IT Managed Services environment
  • Demonstrable experience of solution-based selling with a proven track record of sales over-achievement
  • Prior experience in selling complex solutions and services to C-Level clients
  • Experience in resolving a wide range of issues in creative ways to meet targets and objectives
  • Strong experience in 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

Required Qualifications and Certifications

  • A Degree in a Technical or Sales field is 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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