Senior Sales Specialist: Public sector

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The primary responsibilities of the Senior Client Manager - New Acquisition are to pursue, and land identified and qualified sales leads and to hunt for new opportunities from a list of named account targets across all solutions. This position identifies and aligns the most suitable value propositions, partner configurations, cost structures and revenue models for identified target markets to satisfy the needs of the client. They are accountable for new account development and/or expanding existing accounts within an established geographic territory/product line.

Working at NTT

Key Roles and Responsibilities:

• Pursue and land identified and qualified sales leads.
• Hunt for new opportunities from a list of named account targets across all solutions.
• Identify the most suitable value propositions, partner configurations, cost structures and revenue models for identified target markets.
• Ensure opportunity adoption.
• Search for expansion opportunities.
• Work closely with client manager to close sale.
• Close new sales opportunities that do not require Client Management resources.
• Provide quotations for solutions as indicated by the organisation's service level agreements.
• Maintain a pipeline of early stage leads.
• Use the organisations' sales tools (e.g. Salesforce.com) and methodology to effectively manage customer, opportunity data and track sales leads activity.
• Drive the sales process with the qualified leads to close sales.
• Build relationships with existing and new clients resulting in future sales.
• Provide clients with accurate service and product solution pricing and delivery information.
• Recommend alternate solutions based on costing, availability or specifications as indicated by the organisation.
• Aiding in the sales/client management process.
• Ensure that sales qualified leads have been managed through all stages of the sales cycle.
• Manage leads as generated, assign and track stages accordingly.
• Provide clients with product and service knowledge.
• Implement consultative selling by working together with the client to understand critical business and personal drivers.
• Build trust with the client in order to move to proposal and close.
• Make use of various opportunity tools (e.g. strategic opportunity plans) to clearly define expected ROI of a solution in order to develop trusting relationships.
• Co-create solutions with Line of Business (LoB) buyers.
• Participate in the negotiation of deals by creating win/win situations through flexibility and making trade-offs.
• Close deals by establishing a timeline and creating a convincing event.

Knowledge, Skills and Attributes:

• Ability to use organisational and business mindset to support successful selling
• Strong understanding of standard practices, concepts and procedures within the sales field
• Good sales planning skills with the ability to leverage tools and data appropriately
• Display the ability and skill to understand your client’s business (including commercial and financial aspects) in order to bring value to them from the organisation's portfolio of services
• Effective sales client engagement and management skills with the ability to build trust whilst managing client expectations
• Displays a thorough understanding of client needs
• Displays the skills required to know your client and to be seen as a trusted advisor
• Good sales solution skills and knowledge of product and services offerings, client applications, use cases and market trends
• Ability to link the organisation's offerings, including high-value services to specific client and prospect needs and outcomes
• Ability to build internal relationships and leverage vendor resources effectively
• Ability to identify and advance opportunities at assigned prospects and clients

Academic Qualifications and Certifications:

• Relevant Degree or Advanced Diploma
• Relevant vendor certifications

Required Experience:

• Advanced demonstrated experience in a similar role sales environment
• Advanced experience working in the technology industry
• Advanced demonstrated work experience in B2B outside lead generation setting
• Advanced previous solution sales develop and/or lead generation experience
• Advanced inside sales experience
• Advanced experience working with sales tools and other sales automation or prospecting tools (e.g., Salesforce.com)
• Advanced demonstrated success in a role with weekly, monthly, and quarterly targets

Skills Summary

Account Management, Client Acquisitions, Client Relationship Management, Consultative Se