Cross Technology Sales Specialist

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