Sales Specialist

3 weeks ago

Mumbai, India NTT DATA, Inc. Full time

Title: Senior Sales Specialist - Cyber Security
Location: Mumbai
Experience Level: 8-12 Years

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.

Required experience
Solid sales experience in a technology or services environment
Solution Selling/SPIN skills
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

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
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

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