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