NTT is a leading global IT solutions and services organisation that brings together people, data and things to create a better and more sustainable future.
In today’s ‘iNTTerconnected’ world, connections matter more now than ever. By bringing together talented people, world-class technology partners and emerging innovators, we help our clients solve some of the world’s most significant technological, business and societal challenges.
With people at the heart of our success, NTT is committed to attracting and growing the best talent and providing an environment where everyone feels they can belong and their contribution matters.
Want to be a part of our team?
Dimension Data is a proud member of the NTT Group, a global IT powerhouse headquartered in Japan. As part of NTT, we deliver a wide range of IT services and solutions to clients around the world. Although the Dimension Data brand was retired in some parts of the world in 2019, it remains well recognized in the Middle East and Africa. Join us and become part of the NTT family as we continue to provide innovative solutions that help our clients achieve their business objectives.
Working at NTT
The Software Sales Specialist is the demand generating engine for the software business and will work in partnership with the Software GTM Director to develop the sales strategy for software and EAs. They will be responsible for the LAND stage of the Lifecycle on Software focused opportunities.
Additionally, the Software Sales Specialist primary objective is to pursue and land qualified leads identified by lead generation representatives. This position needs to 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 Software Sales Specialist will work directly with clients at a variety of levels, as well as internal subject matter experts
This position identifies and aligns the most suitable value propositions, partner configurations, cost structures and revenue models to meet our client’s needs. The Software Sales Specialist 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 will be a core focus of this role.
Strategically, this candidate shall work as an SME familiar with various software licensing tools from our key vendors licensing models and is required to be well versed with the license structure.
- The candidate needs to be a champion for key vendors licensing and be able to influence clients on the optimal license structure and Enterprise Agreement.
- The candidate needs to have a deep knowledge and understanding of the client and provide effective commercial positioning of licensing to client after analysis of their licensing estate.
- The candidate shall particulate into new capabilities development and develop user stories and test E2E solutions relating to licensing.
- The candidate is required to have experience selling software, have technology industry Services experience, and understand licensing models, products and solutions of our global vendors such as Cisco, VMWare and Palo Alto products and solutions.
Key role and 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 achievement of an annual Sales Quota (GP Target)..
- Shall be responsible for driving SDI Services sales with software sold.
- 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 the relevant Practices
- 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 opportunities 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
- 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 Solutions Skills
- Collaborating with existing sales team to achieve success in the targeted client base
Skills and Attributes:
Client interaction and engagement, and understanding
- Experience in designing and selling complex vendor architectures
- Experience in positioning infrastructure solution business benefits with clients at C-Level
- Experience in crafting financial proposals to support technical solutions and architectures
- Uncover and understand client business goals
- Articulate the solution/deliverables that the client requires
- 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
Sales Pursuit
- Effectively identifies and qualifies prospects with little support.
- Proactively searches for new prospects by conducting market research, will call on all types of prospects and has established several strong relationships with stakeholders.
- Identifies clients and buyers with problem the majority of NTT(Ltd) solutions can solve. Understands the conditions where clients are open or ready to solve the problem with you and actively creates needs into NTT opportunities to meet pipeline targets in SFDC.
- Prioritizes tasks and balances reactive issues as necessary. Regularly updates and prioritizes opportunities for all accounts throughout the year, and appropriately allocates sales time between clients and opportunities.
- Understands the concept of a solution and crafts an ROI-impactful solution with help. Is able to cocreate solutions with IT buyers
- Has the ability to work independently to close opportunities.
- Understand the sales process and follows an approved sales process to increase win rates
- Proactively pursues training and development.
Client Management
- Builds relationship quickly with high-value prospects and existing clients. Communicates with clients in a proactive and timely manner.
- Can demonstrate strong relationships with 1-2 IT buyers at each client.
Solution Knowledge
- Independently matches solutions to customer value areas and can have detailed discussions with stakeholders on all value propositions.
- Understands all Dimension Data solutions and competitive offerings and can differentiate between Dimension Data and specific competitor offerings.
- Shows advanced understanding of changes in technology and can answer questions in the moment about new developments.
- Can discuss technical and support services offerings across a single solution and brings in relevant services specialists whenever the client meets threshold for manages services help.
Resource Optimisation
- Increases internal network to include strong relationships with other NTT(Ltd) teams and some other internal business functions (accounting, marketing, sales leadership, etc.).
- Can differentiate between the characteristics of effective and dysfunctional teams.
- Identifies when team is not working well and creates a documented plan with clear items to steer the team back in the right direction.
Business Acumen
- Understands and works toward most critical success factors for a healthy pipeline (e.g. win rate, client buying process).
- Holds at least 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
- Knowledge of Vendor EA programs e.g., Cisco EA 3.0
- Deep knowledge of the specific vendor software platform, may specialise 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.
Qualifications
- Cisco Certified Sales Specialist
- Black Belt Cisco Enterprise Agreement 3.0
- Relevant Degree in Technical or Sales or Client Management
- 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 Dimension Data 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
About Dimension Data
At Dimension Data we empower our people to deliver client-centric solutions. We want to see our people make the most of every opportunity, and together we can achieve the extraordinary. Our diverse and inspiring people are experts at what they do and serious about delivering measurable and sustainable value at every turn.
Dimension Data is an affirmative action employer. In compliance with the Employment Equity Act 55 of 1998, preference will be given to the suitable candidates from designated groups whose appointments will contribute towards achievement of equitable demographic representation of our workforce profile and to the diversity of Dimension Data. Dimension Data reserves the right not to make an appointment to the post as advertised
#dimensiondatacareers
What will make you a good fit for the role?
Equal Opportunity Employer
NTT is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, color, sex, religion, national origin, disability, pregnancy, marital status, sexual orientation, gender reassignment, veteran status, or other protected category
Join our growing global team and accelerate your career with us. Apply today.
A career at NTT means:
- Being part of a global pioneer – where you gain exposure to our Fortune 500 clients and world-leading global technology partners and work with a network of over 40,000 smart and diverse colleagues across 57 countries, delivering services in over 200 countries.
- Being at the forefront of cutting-edge technology – backed with a 150-year heritage of using technology for good. With 40% of the world’s internet traffic running on our network and where Emoji were first invented, you can be proud of the group’s many new ‘firsts’.
- Making a difference – by doing meaningful work that helps to shape the future for our clients, and across industries and communities around the world.
- Being your best self – in a progressive ‘Connected Working’ environment that promotes flexibility, connection and wellbeing. Where diversity and different perspectives are embraced to ensure equal opportunities for all.
- Having ongoing opportunities to own and develop your career – with a personal and professional development plan and access to the broadest learning offerings in the industry.
Read Full Description