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Cross Technology Sales Specialist

4 weeks ago

Singapore NTT SINGAPORE PTE. LTD. Full time
Roles & Responsibilities

Key Roles and Responsibilities:

· 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

· 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 Ltd.'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

· Good 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

· 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 with good team collaboration skills and the know-how to drive sales to achieve success

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.

· Vendor accreditations desirable.

Required Experience:

· Seasoned sales experience in a technology or services environment

· Seasoned understanding of IT Managed Services environment

· Seasoned experience of solution-based selling with a proven track record of sales over-achievement

· Seasoned 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

· Seasoned 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

Tell employers what skills you have

Negotiation
Account Management
Sales Presentations
Pre-sales
Managed Services
Technical Presales
Strategy
Enterprise Software
Selling Skills
Sales Plan
Technical Architecture
Consulting
ICT sales
Business Development
Technical Sales