Senior Sales Specialist

7 days ago

Gurgaon, Haryana, India NTT DATA Full time

Title:

Senior Sales Specialist Cyber SecurityLocation:

GurgaonWork format:

Full time work from office roleExperience:

10-18 YearsMust have Skill Set:
Hands on experience in a quota bearing Sales role pertaining to Cyber security Sales.

Job Description:

The Sales Specialist role is a quota-bearing sales persona and the purpose is to primarily pursue and land 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 the client that meet their needs.

The SS will work directly with clients at a variety of 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, whilst developing new business channels and territories will be a core focus of this role.


Key Roles and Responsibilities:

Own and drive pipeline to achieve allocated security budget numbersDrive positive brand recognition on security business in-country and in-regionMaintain subject matter expertise in the Security technology domain or solutions setSupport the closure of sales based on Security technology domain knowledgeAddress the technology conceptual challenges during the sales processMaintain a comprehensive level of relevant product and service knowledge to have meaningful conversations with potential and existing clientsMaintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new marketContribute 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 teamsWork with relevant technology vendors and ensure a deep understanding of their solutions and how they can contribute to our own solutions setInteract and engage with clients to uncover and understand client business goalsArticulate the Security solution/deliverables that the client requires, as opposed to the products that they need to buyArticulate our value propositions throughout all steps in the sales processConduct functional gap analysis and address business issues raised by clientsPrepare and conduct client workshops and presentationsEstablish relationships with multiple client stakeholders and secure deals with clients to achieve assigned sales quotas and targetsUse understanding of the client's business and depth of knowledge on the Security solutions to personalize the recommended solution in line with the client's needCapable of spotting new sales opportunities within an account and work with the sales teams to drive them to closurePursue and land qualified leads identified by the client managers and other lead generation sourcesWork alongside Client Managers to support the sales process, position technology solutions, and close the dealSupport 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 targetsDevelop and maintain clear account plans for appropriate clients and targetsDiscover, forecast, and run opportunities in the medium and long-termScope and document Security solutions to meet customer requirementsIdentify, assess and highlight client risks that could prove detrimental to the client's organisation and credibilityCollaboratively work with sales teams, especially Client Managers, to successfully close the dealPartner with internal teams to ensure the scope of work and proposals are tracked and managedWork closely with other in-territory counterparts and matrix teams to achieve the shared goal of growthUse sales methodologies and tools such as target plans, opportunity plans, and account plans to drive the sales processDevelop 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:
A thorough understanding of security principles, concepts, and technologies, including knowledge of NIST CSF, ISO 27001, cybersecurity solutions, network security, data security/privacy and best practices in securing data and IT infrastructureSolid understanding of the technical concepts of Security solutions and display the ability to provide technical consultation and guidance to customersDemonstrate success in achieving and exceeding sales and financial goalsProficiency in developing and encouraging meaningful customer relationships up to C-levelDelivery of engaging sales presentations and elevator pitchesClose attention to maintaining up to date, accurate sales forecast and close plansProficiency in team selling approachComprehensive knowledge of competitors and ability to apply competing successful sales strategiesAbility to define sales strategyClient-centric approach, with ability to understand customer problems and find best-fit solutionsFlexible to adapt quickly to short, new missions or urgent deadlinesNegotiation skills to craft solutions that are beneficial to customers, partners, and NTT overallSolid business acumenGood client engagement and management skillsPhenomenal teammate, with know how to drive sales teams and collaborate with them

Academic Qualifications and Certifications:

A Degree in a Technical or Sales field is preferred but not essentialCertified in industry relevant structured sales methodologies and negotiation skills.


Required Experience:
Advanced sales experience in a technology or services environment, particularly selling Security solutionsAdvanced understanding of IT Managed Services environmentAdvanced demonstrable experience of solution-based selling with a proven track record of sales over-achievementAdvanced experience in selling complex solutions and services to C-Level clientsAdvanced experience in resolving a wide range of issues in creative ways to meet targets and objectivesAdvanced demonstrable experience in networking with senior internal and external people in the specialist area of expertiseAdvanced level capability and the ability to work independently with little instruction on day-to-day workload

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