Data Centre Technology Sales Specialist

Role Overview

Data Centre Technology Sales Specialist at NTT Data Limited. This is a quota-bearing sales role based on-site.

Company Overview

NTT Data is a $30+ billion business and technology services leader serving 75% of the Fortune Global 100. The company is committed to accelerating client success and positively impacting society through responsible innovation. NTT Data is one of the world's leading AI and digital infrastructure providers with capabilities in enterprise-scale AI, cloud, security, connectivity, data centers and application services. With experts in more than 70 countries and recognized as a Global Top Employer, NTT Data offers clients access to innovation centers and an ecosystem of established and start-up partners. NTT Data is part of NTT Group, which invests over $3 billion annually in R&D.

Role Purpose

The Data Centre Sales Specialist is a seasoned subject matter expert responsible for pursuing and landing qualified leads identified by the Client Management team and other sources. The role identifies new opportunities within existing accounts, presents Data Centre solutions and value propositions to clients, and works directly with clients at multiple levels and internal subject matter experts to close deals and develop new business channels and territories.

Key Responsibilities

Solution Selling and Client Engagement

• Pursue and land qualified leads identified by the Client Management team and other lead generation sources.
• Engage and interact with clients to uncover and understand client business goals and articulate the solution and deliverables that the client requires.
• Work with clients at a variety of levels to present Data Centre solutions, value propositions, partner configurations, cost structures, and revenue models that meet their needs.
• Prepare and conduct client workshops and presentations.
• Establish relationships with multiple client stakeholders and secure deals to achieve assigned sales quotas and targets.
• Develop and maintain clear account plans for appropriate clients and targets.

Technical Expertise and Solution Design

• Maintain domain and industry subject matter expertise in the Data Centre technology domain and solutions set.
• Support the closure of Data Centre sales based on technology domain knowledge.
• Address 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.
• 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.
• Contribute to the pre-sales process by working with pre-sales architects to create the best solution design for the client.
• Work with relevant technology vendors and ensure a deep understanding of their solutions and how they contribute to the company's own solutions set.

Strategy and Opportunity Management

• Execute on the sales strategy and support the wider territory sales plan, defining own plan for the solution to ensure that sales targets are achieved.
• Identify and act on new sales opportunities within an account and work with the sales teams to drive them to closure.
• Develop and implement an opportunity plan to provide regular check-ins with the primary point of contact and establish a process for getting buy-in from all stakeholders.
• Use sales methodologies and tools such as opportunity plans and account plans to drive the sales process.
• Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate new markets.

Stakeholder Management and Coordination

• Work directly with internal subject matter experts and spend a substantial amount of time on engaged selling or supporting the sales process in partnership with Client Managers.
• Partner with internal teams to ensure the scope of work and proposals are tracked and managed.
• Identify, assess and highlight client risks that could prove detrimental to the client's organization and credibility.
• Maintain close attention to keeping up-to-date, accurate sales forecasts and close plans.

Qualifications & Experience

Education

• Bachelor's degree or equivalent in Information Technology, Systems, Sales, or a related field.

Required Experience

• Seasoned sales experience in a technology or services environment.
• Seasoned understanding of IT Managed Services environment.
• Seasoned experience of solution-based selling with a proven track record of sales over-achievement.
• Seasoned experience in selling complex Data Centre technology solutions and services to senior level clients.
• Seasoned experience in resolving a wide range of issues in creative ways to meet targets and objectives.
• Seasoned experience in networking with senior internal and external people in the specialist area of expertise.

Certifications

• SPIN and/or Solution Selling certification(s) preferred.
• Relevant technology and vendor certification(s) preferred.

Skills & Competencies

• Seasoned demonstrated success in achieving and exceeding sales and financial goals.
• Seasoned proficiency in developing and encouraging meaningful customer relationships up to senior leadership level.
• Seasoned proficiency in delivering engaging sales presentations.
• Seasoned proficiency in team selling approach.
• Seasoned 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.
• Seasoned negotiation abilities to craft solutions that are beneficial to customers, partners, and the organization overall.
• Seasoned business acumen.

Additional Information

• Workplace type: On-site.
• NTT Data is an Equal Opportunity Employer with a global culture that embraces diversity and is committed to providing an environment free of unfair discrimination and harassment.