The Software Sales Specialist is the demand generating engine for the software business and will work in partnership with the Software GTM Director to develop the sales strategy for software and EAs. They will be responsible for the LAND stage of the Lifecycle on Software focused opportunities.
Duties and responsibilities:
Shares responsibility for win strategy with sales, challenge sub-optimal RFPs with an alternative approach focused on business value and a set of insights to differentiate.
Drives overall software sales engagement, pricing, and commercial & contractual terms.
Shall be responsible for the achievement of an annual Sales Quota (GP Target)..
Shall be responsible for driving SDI Services sales with software sold.
The individual will need to understand the components that create various Enterprise Agreements and/ or Enterprise License Agreements (EA / ELA)
Build required sales plans to position the components with the client
Work with the wider team to execute the sale
Partner with the Software Lifecycle Specialist and drive the activation and value realisation of the required software components
Drive the conversation towards an EA.
Being the subject matter expert for Client Managers on all software licensing questions and navigate the client to the correct options based on their needs
Identifying and driving EA upsell opportunities across the relevant Practices
Responsible for driving the education programs into the Client Managers to ensure they understand the software sales motion to accelerate scalability of you as a software sales specialist
Maintain subject matter expertise in a technology domain, multiple domains or solutions set
Support the closure of opportunities 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
Demonstrate success in achieving and exceeding sales and financial goals
Mastery in developing and encouraging meaningful customer relationships up to C-level, particularly CFOs and CPOs
Delivery of engaging sales presentations
Proficiency in team selling approach
In-depth knowledge of competitors and ability to apply competing successful sales strategies
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
Uncover and understand client business goals
Articulate the solution/deliverables that the client requires
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 clients business and depth of knowledge on the technology-specific solution to personalize the recommended solution in line with the clients need
Effectively identifies and qualifies prospects with little support.
Proactively searches for new prospects by conducting market research, will call on all types of prospects and has established several strong relationships with stakeholders.
Identifies clients and buyers with problem the majority of NTT(Ltd) solutions can solve. Understands the conditions where clients are open or ready to solve the problem with you and actively creates needs into NTT opportunities to meet pipeline targets in SFDC.
Prioritizes tasks and balances reactive issues as necessary. Regularly updates and prioritizes opportunities for all accounts throughout the year, and appropriately allocates sales time between clients and opportunities..
Understands the concept of a solution and crafts an ROI-impactful solution with help. Is able to cocreate solutions with IT buyers
Has the ability to work independently to close opportunities.
Understand the sales process and follows an approved sales process to increase win rates
Proactively pursues training and development
Builds relationship quickly with high-value prospects and existing clients. Communicates with clients in a proactive and timely manner
Can demonstrate strong relationships with 1-2 IT buyers at each client
Independently matches solutions to customer value areas and can have detailed discussions with stakeholders on all value propositions
Understands all Dimension Data solutions and competitive offerings and can differentiate between Dimension Data and specific competitor offerings
Shows advanced understanding of changes in technology and can answer questions in the moment about new developments
Can discuss technical and support services offerings across a single solution and brings in relevant services specialists whenever the client meets threshold for manages services help
Increases internal network to include strong relationships with other NTT(Ltd) teams and some other internal business functions (accounting, marketing, sales leadership, etc.).
Can differentiate between the characteristics of effective and dysfunctional teams.
Identifies when team is not working well and creates a documented plan with clear items to steer the team back in the right direction.
Qualifications and responsibility:
Bachelors degree in IT or related field required
Relevant Degree in Technical or Sales or Client Management
Knowledge in sales or Technology (Managed IT Services, systems integration, hosting, subscription software services, IT management all relevant).
At least 5 years proven success in solution-based selling, preferably related to specific domain (GTM) related software and products
Prior experience selling complex solutions and services to the C-Suite
A good understanding of the vast range of IT operations and Dimension Data service offerings
High degree of related experience in account and/or client management
Relevant subject matter expertise for engaging in client problems and finding viable solutions
Business or industry expertise
Proven client management / sales and client engagement experience