The Senior Sales Specialist role is a quota-bearing sales persona and the primary purpose is to pursue and land qualified leads identified by the Client Management team and other respective teams. The Senior 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 Sales Specialist 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.
This roles contributes 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 numbers
- Maintain subject matter expertise in the application services/infrastructure technology domain or solutions set
- Address the technology conceptual challenges during the sales process
- Maintain a comprehensive 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
- Interact and engage with clients to uncover and understand client business goals
- Articulate the Security 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 Security solutions to personalize the recommended solution in line with the client’s need
- Capable of spotting 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
- 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
- Scope and document Security solutions to meet customer requirements
- Identify,assess and highlight client risks that could prove detrimental to the client’s organisation and credibility
- 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 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:
- Solid understanding of the technical concepts of Security solutions and display the ability to provide technical consultation and guidance to customers
- Demonstrate success in achieving and exceeding sales and financial goals
- Proficiency in developing and encouraging meaningful customer relationships up to C-level
- Delivery of engaging sales presentations and elevator pitches
- Close attention to maintaining up to date, accurate sales forecast and close plans
- Proficiency in team selling approach
- Comprehensive knowledge of competitors and ability to apply competing successful sales strategies
- Ability to define sales strategy
- Client-centric approach, with ability 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
- Solid business acumen
- Good client engagement and management skills
- Phenomenal 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 essential
- Certified in industry relevant structured sales methodologies and negotiation skills.
Required Experience:
- Advanced sales experience in a technology or services environment, particularly selling either application or infrastructure solutions
- Advanced understanding of IT Managed Services environment
- Advanced demonstrable experience of solution-based selling with a proven track record of sales over-achievement
- Advanced 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 demonstrable 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
