Sales Specialist at NTT Ltd.

The Senior 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.

Job Description

• Productivity and Collaboration Sales Specialist role is someone who has experience and understanding of the Modern Workplace, Employee Experience and Hybrid Working value propositions. This 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.

Responsibilities

•  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 a deep understanding of their solutions and how they 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 personalize 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 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 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

Required Experience

•  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 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  Strong 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 Required Qualifications and Certifications

Additional Job Description

•  A Degree in a Technical or Sales field is preferred but not essential  Negotiation Skill methodologies  Solution Selling/SPIN skills  Experience and understanding of the Modern Workplace, Employee Experience, Hybrid Working value propositions  Knowledge and Experience within Productivity, Collaboration and Software Services Domains

Sales and/Technical understanding of the following solution areas

•  Device Management  Modern Endpoint Management  Workspace Analytics  Cloud VDI (Desktop as a Service)  M365 Deployment and Manage services  Traditional Microsoft deployments  End User Support Services and Managed Services  Communication Lifecyle Management  Unified Communications Services  Teams Solutions  Meeting Room Solutions  Workplace Consulting Services