Senior Sales Specialist

3 months ago

Bengaluru, India NTT Full time
JOB DESCRIPTION

Make an impact with NTT DATA
Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion – it’s a place where you can grow, belong and thrive.

Your day at NTT DATA

The Senior Cross Technology Sales Specialist is a quota-bearing sales persona, and the purpose of this role is to primarily pursue, and land qualified leads identified by the Client Management team and other respective teams.

The Senior Sales Specialist identifies new opportunities from a selection of existing accounts, and presents solutions, value propositions, partner configurations, cost structures, and revenue models to the client that meet their needs. The Senior Sales Specialist will work directly with clients at a variety of levels, as well as internal subject matter experts.

A substantial amount of time is spent on engaged selling or supporting the sales process in partnership with Client Managers. This role contributes to the pre-sales process by working with pre-sales architects to create the best solution design for the client, as well as building and developing excellent stakeholder relationships with new and existing clients, whilst developing new business channels and territories.

What you'll be doing

Key Roles and Responsibilities:

Assert 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. Assert 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's solutions and services within a practice area or service area by sharing best practices with internal teams, as well as client teams. Own the client relationship and continuously build a professional relationship within assigned accounts. Work with relevant technology vendors and ensure a deep understanding of their solutions and how they can contribute to our own solutions set. Engage and interact with clients to 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. Identify opportunities and close sales deals. Identify and act on 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 and support the wider territory sales plan, defining own plan for the solution to ensure that sales target is achieved. Develop and maintain clear account plans for appropriate clients and targets. Discover, forecast, and run opportunities in the medium and long-term. Defining deals and scope and document solutions to meet customer requirements. Identify, assess and highlight client risks that could prove detrimental to the client’s organisation and credibility. Support the sales process and 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’s sales methodologies and tools such as 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:

Demonstrate success in achieving and exceeding sales and financial goals. Competent in developing and encouraging meaningful customer relationships up to C-level. 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. 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. Close attention to maintaining up to date, accurate sales forecast and close plans. Strong business acumen. Client engagement and management skills. Sales solution skills. Phenomenal teammate, you know how to drive sales teams and collaborate with them.


Academic Qualifications and Certifications:

A bachelor's degree or equivalent in a Technical or Sales field or related is preferred. Certified in industry relevant structured sales methodologies and negotiation skills. Vendor accreditations desirable.


Required Experience:

Advanced sales experience in a technology or services environment. Advanced understanding of IT Managed Services environment. Advanced demonstrable experience of solution-based selling with a proven track record of sales over-achievement. Advanced demonstrable experience in selling complex solutions and services to C-Level clients. Advanced experience in resolving a wide range of issues in creative ways to meet targets and objectives. Advanced experience in networking with senior internal and external people in the specialist area of expertise. Advanced level capability and the ability to work independently with little instruction on day-to-day workload.

Workplace type:

On-site Working

About NTT DATA
NTT DATA is a $30+ billion trusted global innovator of business and technology services. We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize and transform for long-term success. We invest over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies. Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation and management of applications, infrastructure, and connectivity. We are also one of the leading providers of digital and AI infrastructure in the world. NTT DATA is part of NTT Group and headquartered in Tokyo.

Equal Opportunity Employer
NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Join our growing global team and accelerate your career with us. Apply today.

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