Sales Speciliast - Intelligent Workplace

The Sales Specialist role is a quota-bearing sales persona and the purpose is to primarily pursue and land qualified leads identified by the Client Management team and Lead Generation Representatives. The 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 SS 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. Contribute 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.

Radford reference:

Responsible for new account development and/or expanding existing accounts within an established geographic territory/product line.

Domain and industry Subject Matter Expert

● 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 deep understanding of their solutions and how it can contribute to our own solutions set

Client interaction and engagement, and understanding  

● 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 personalise the recommended solution in line with the client’s need

Opportunity identification and closing sales

● Be able to spot 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

● 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

Defining deals

● Scope and document solutions to meet customer requirements

● Identify, assess and highlight client risks that could prove detrimental to the client’s organization and credibility

Supporting the Sales process

● Collaboratively work with sales teams, especially Client Managers, to successfully close the deal

● Partner with internal teams to ensure 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 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 Required

● Demonstrate success in achieving and exceeding sales and financial goals

● Mastery in developing and encouraging meaningful customer relationships up to C-level, particularly CFO’s and CPO’s

● Delivery of engaging sales presentations.

● Proficiency in team selling approach

● In-depth knowledge of competitors and ability to apply competing successful sales strategies

● Ability to define sales strategy

● You will 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

● Strong business acumen

● Client Engagement and management Skills

● Sales Solution Skills

● You are a phenomenal teammate, you know how to drive sales teams and collaborate with them

● Understanding of Modern Workplace solutions and services

•  Distributing Working

•  Collaboration and Communication

•  Digital Events

•  Mobility

•  Smart Workplace

•  Hybrid and Remote working solutions

● Solid sales experience in a technology or services environment

● Sound understanding of IT Managed Services environment

● Demonstrable experience of solution-based selling with a proven track record of sales over-achievement

● Prior experience of selling complex solutions and services to C-Level clients

● Experience of resolving a wide range of issues in creative ways to meet targets and objectives

● Strong experience of 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

Required Qualifications and Certifications

● A Degree in a Technical or Sales field are preferred but not essential

Additional Data

● Negotiation Skill methodologies such as Scotworks

● Solution Selling/SPIN skills

● Desirable: AWS Cloud Practitioner Essentials Training, MS Azure Fundamentals Training or latest equivalent are also desirable

Additional Job Description      Standard career level descriptor for job level: • Seasoned and experienced professional • Has full understanding of specialisation area • Resolves wide range of issues in creative ways • Fully qualified, career level, career journey-orientated • Uses good judgement in selecting tools and methods to solve problems • Networks with senior internal and external people in own area of expertise • Receives little instruction on day-to-day work, receives general instructions on new assignments • Typically requires demonstrable related experience with a Bachelor’s or equivalent degree; or moderate level experience and a Master’s or equivalent degree; or a PhD or equivalent degree without experience; or equivalent work experience