Senior Sales Manager: Data Centre - JHB at NTT Ltd.

Key Roles and Responsibilities:

• Collaborate with internal stakeholders to ensure that local and global strategic sales objectives and targets are met.
• Assist their sales team to define the way they approach the market and achieve set targets.
• Ensure that sales procedures and policies as defined by the business leadership are implemented and followed.
• Provide input into the development of the tactical strategy as well as develop and implement a supporting operational strategy.
• Align their team to the client segmentation strategy ensuring that the right level of resource is allocated to the right type of client.
• Responsible for the coordination of the activities of their sales teams, setting and measuring performance targets, account allocation, and enforcing the execution of the client account plans, call planning and opportunity qualification.
• Responsible for pipeline management and accurate forecasting.
• Develop and maintains a close working relationship with the Data Centre Practice leadership team
• Build strong working relationships with strategic OEM’.
• Drive cross Practice sales opportunities
• Provide input into and participates in business reviews
• Support team by attending key client meetings
• Understands the NTT DATA value proposition and can articulate how NTT DATA can add value through our services and solutions.
• Take full ownership for managing efficiency levels, streamlining procedures to deliver customer excellence.
• Act as mentor/coach and advisor that assists the sales force to set and keep to priority activities.
• Utilize sales tools and methodologies to manage account opportunities, pipelines, and forecasting efforts, ensuring accessibility and tool utility training.
• Plans and organizes multiple work outputs by assigning priorities and continuously reviewing objectives and goals.
• Ensure sales team understand and utilize sales tools, processes and methodologies

Academic Qualifications and Certifications:

• Bachelor’s degree

Required Experience:

• Has a minimum 10 years’ experience in the Technology industry
• Has minimum 5 years’ sales or sales management experience in selling Compute, Storage, Virtualization, Hybrid Cloud, Hyperconverged technologies
• Additionally, you should have a good understanding of our key technology partners, which include Dell Technologies, HPE, VMware, Nutanix, Veritas, and Veeam (not exclusively).
• Must have extensive experience in working with market leading Global OEM’s
• Experience in working for a multinational organization
• Experience in working in a matrix structured organization
• Has a track record of meeting or exceeding sales targets
• Demonstrable level of relevant experience in a similar role within a related environment
• Solid previous experience operationally managing a sales team
• Good experience dealing with clients and engaging to influence sales
• Previous demonstrable experience in the sales management role
• Sound strategic and operational planning experience

Knowledge, Skills, and Attributes:

• Sales business acumen - the skills supporting successful selling through organizational and business outcome mindset.
• Additionally, you should have a good understanding of our key technology partners, which include Dell Technologies, HPE, VMware, Nutanix, Veritas, and Veeam (not exclusively).
• Success will require focusing on planning, leveraging tools and data, and concentrating on NTT DATA's business requirements.
• Developing the skills to understand your client’s business (including commercial and financial aspects) in order to bring value to them from NTT DATA’s portfolio of services.
• Sales client engagement & management - the skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth.
• Success will require a detailed understanding of client needs, effective sales planning, and building trust, all while managing client expectations.
• Developing the skills required to know your client, building effective & lasting relationships with them, and being seen as a trusted advisor.
• Sales solution skills - the knowledge of NTT DATA’s offerings, client applications, use cases, and market trends and the skill to apply them to the individual client and prospect situations that position the sales team member as an expert client advisor.
• Success will require the ability to link NTT DATA’s offerings, including high-value services to a specific client and prospect needs and outcomes.
• Sales resources optimization - building internal relationships, working with pursuit teams, and leveraging vendors as resources throughout the sales cycle.
• Sales pursuit - the skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.
• Sales strategy execution - The skills to ensure that the sales strategy is aligned to the business strategy.
• Sales business management - the skills to ensure that target setting, and associated processes is aligned to meeting the target.
• Sales talent management & enablement - the skills to ensure that results are achieved through effective talent management.