Senior Data Centre Technology Sales Specialist

Dimension Data / NTT ltd

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Your day at NTT DATA

The Senior Data Center Sales Specialist role is a seasoned subject matter expert and is a quota-bearing sales persona. The purpose is to primarily pursue, and land qualified leads identified by the Client Management team and other respective teams. The Senior Data Center Sales Specialist identifies new opportunities from a selection of existing accounts, and presents solutions, value propositions, partner configurations, cost structures, and revenue models to the client that meet their needs.

The Senior Data Center Sales Specialist works 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.

What you'll be doing

Key Responsibilities:

• Assert subject matter expertise in the Data Center technology domain.
• Supports the closure of sales based on technology domain knowledge.
• Addresses the technology conceptual challenges during the sales process.
• Asserts a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients.
• Maintains awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market.
• Contributes to the knowledge base of the company's solutions and services within a practice area or service area by sharing best practices with internal teams, as well as client teams.
• Owns the client relationship and continuously build a professional relationship within assigned accounts.
• Works with relevant technology vendors and ensures a deep understanding of their solutions and how they can contribute to our own solutions set.
• Engages and interacts with clients to uncover and understand client business goals.
• Articulates the solution/deliverables that the client requires, as opposed to the products that they need to buy.
• Prepares and conducts client workshops and presentations and establishes relationships with multiple client stakeholders and secure deals with clients to achieve assigned sales quotas and targets.
• Uses 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.
• Identifies and acts on new sales opportunities within an account and work with the sales teams to drive them to closure.
• Pursues and lands qualified leads identified by the client managers and other lead generation sources.
• Executes on the sales strategy and supports the wider territory sales plan, defining own plan for the solution to ensure that sales target is achieved.
• Discovers, forecasts, and runs opportunities in the medium and long-term.
• Identifies, assesses and highlights client risks that could prove detrimental to the client s organization and credibility.
• Supports the sales process and collaboratively work with sales teams, especially Client Managers, to successfully close the deal.
• Uses sales methodologies and tools such as opportunity plans, and account plans to drive the sales process.
• Develops and implements 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 and Attributes:

• Advanced demonstrated success in achieving and exceeding sales and financial goals.
• Advanced in developing and encouraging meaningful customer relationships up to senior leadership level.
• Advanced proficiency in delivering engaging sales presentations.
• Advanced proficiency in team selling approach.
• Advanced knowledge of competitors and ability to apply competing successful sales strategies.
• Ability to define sales strategy coupled with seasoned sales solution capabilities.
• 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.
• Advanced negotiation abilities to craft solutions that are beneficial to customers, partners, and organization overall.
• Close attention to maintaining up to date, accurate sales forecast and close plans.
• Advanced business acumen.

Academic Qualifications and Certifications:

• Bachelor's degree or equivalent in information technology/systems or sales or a related field.
• SPIN and / or Solution Selling certification(s) preferred.
• Relevant technology and vendor certification(s) preferred.

Required Experience:

• Advanced sales experience in a technology or services environment.
• Advanced gained in an IT Managed Services environment.
• Advanced demonstrable experience of solution-based selling with a proven track record of sales over-achievement.
• Advanced demonstrable experience in selling complex data center technology solutions and services to C-Level clients.
• Advanced experience in resolving a wide range of issues in creative ways to meet targets and objectives.
• Advanced experience in networking with senior internal and external people in the specialist area of expertise.