Specialist - Software Sales - IT

Software Sales Specialist

- CISCO Selling experience

- Has sold enterprise agreement

- Has worked on SDWAN, DNA architecture selling

- Good understanding of Software defined network.

RESPONSIBILITIES :

- Shares responsibility for win strategy with sales, challenge sub-optimal RFPs with an alternative approach focused on business value and a set of insights to differentiate. Drives overall software sales engagement, pricing, and commercial & contractual terms.

- Shall be responsible for the Annual Recurring Revenue (ARR) KPI.

- Shall be responsible for developing the sales strategy with the Software GTM Director and executing in region/country

- The individual will need to understand;

- The components that create various Enterprise Agreements and/ or Enterprise License Agreements (EA / ELA),

- Build required sales plans to position the components with the client

- Work with the wider team to execute the sale

- Partner with the Software Lifecycle Specialist and drive the activation and value realisation of the required software components

- Drive the conversation towards an EA.

- Being the subject matter expert for client managers on all software licensing questions and navigate the client to the correct options based on their needs

- Identifying and driving EA upsell opportunities across all GTM areas

- You will be responsible for driving the education programs into the Client Managers to ensure they understand the software sales motion to accelerate scalability of you as a software sales specialist

- 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

- 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

Role's Focus and Segmentation :

Stakeholder Engagement

- Internal: Country / Region Client-Facing Sales Organization and Sales Development Representatives, Marketing Team, Client Partner (CP) & Client Success Management (CSM)

- External: End-Clients, OEM Vendors

Business Acumen :

- Understands and works toward most critical success factors for a healthy pipeline (e.g. win rate, client buying process).

- Holds at least bi-weekly opportunity pipeline review meetings with his/her manager.

- Proactively builds and executes gap plans if pipeline predicts low sales target achievement.

- Relies on help from other internal NTT(Ltd) roles to build commercial architecture solutions.

- Has a basic understanding of the legal aspects of contracting and can create a basic contract for non-complex managed services solutions. Relies heavily on legal help and advice.

Additional Skills :

- Deep knowledge of the specific vendor software platform, may specialize in one vendor

- Able to articulate the value of a software play and the commercial constructs

- Deep understanding of the software sales motion

- Understanding of software licensing and EA constructs

- 5+ years of selling software related products

- Understanding of the LAER model and the roles played throughout the lifecycle

- Ability to collaborate with key client facing teams

- Knowledge of key vendors licensing models, such as Cisco, Microsoft, VMWare and Palo Alto

- Interpersonal skills with the ability to develop and maintain solid stakeholder relationships.

- Excellent communication skills (verbal and written) coupled with good questioning skills.

- Assertive in approach coupled with confidence in area of expertise and the ability to facilitate business conversations.

EDUCATION REQUIRED :

- Relevant Degree in Technical or Sales or Client Management field certifications

WORK EXPERIENCE REQUIRED :

- Knowledge in sales or Technology (Managed IT Services, systems integration, hosting, subscription software services, IT management all relevant).

- At least 5 years proven success in solution-based selling, preferably related to specific domain (GTM) related software and products

- Prior experience selling complex solutions and services to the C-Suite

- A good understanding of the vast range of IT operations and NTT(Ltd) service offerings

- High degree of related experience in account and/or client management

- Relevant subject matter expertise for engaging in client problems and finding viable solutions

- Business or industry expertise

- Proven client management / sales and client engagement experience

Additional Job Description (Radford specific job level summaries) :

- Have wide-ranging experience

- Uses professional concepts and company objectives to solve complex issues in creative ways

- Networks with others outside own area of expertise

- Exercises judgment in selecting methods, techniques and evaluation criteria to obtain results

- May coordinate others' activities