Senior Sales Specialist: Infrastructure

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The Senior Networking Sales Specialist is a quota-bearing sales persona, and the purpose of this role is to primarily pursue, and land qualified leads identified by the Client Management team and other respective teams.

The Senior Networking Sales Specialist identifies new opportunities from a selection of existing accounts, and presents solutions, value propositions, partner configurations, cost structures, and revenue models to the client that meet their needs.

The Senior Networking Sales Specialist works directly with clients at a variety of levels, as well as internal subject matter experts.

A substantial amount of time is spent on engaged selling or supporting the sales process in partnership with Client Managers. This role contributes to the pre-sales process by working with pre-sales architects to create the best solution design for the client, as well as building and developing excellent stakeholder relationships with new and existing clients, whilst developing new business channels and territories.

Working at NTT

Key Roles and Responsibilities:

• Domain and industry subject matter expert.
• Assert subject matter expertise in the Network technology domain.
• 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.
• Contribute to the knowledge base of NTT's solutions and services within a practice area or service area by sharing best practices with internal teams, as well as client teams.
• Work with relevant technology vendors and ensure a deep understanding of their solutions and how they can contribute to our own solutions set.
• Interact and engage with clients and uncover and understand client business goals and articulate the solution/deliverables that the client requires, as opposed to the products that they need to buy.
• 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.
• Identify opportunities and close sales.
• Capable of spotting new sales opportunities within an account and work with the sales teams to drive them to closure.
• Pursue and land qualified leads identified by the client managers and other lead generation sources.
• Work alongside Client Managers to support the sales process, position technology solutions, and close the deal.
• Support the wider territory sales plan and execute the sales strategy, and based on that define your own plan for your solution to achieve your sales targets.
• Develop and maintain clear account plans for appropriate clients and targets.
• Discover, forecast, and run opportunities in the medium and long-term.
• Defining deals and scope and document solutions to meet customer requirements.
• Identify, assess and highlight client risks that could prove detrimental to the client’s organisation and credibility.
• Supporting the sales process and collaboratively work with sales teams, especially Client Managers, to successfully close the deal.
• Partner with internal teams to ensure the scope of work and proposals are tracked and managed.
• Work closely with other in-territory counterparts and matrix teams to achieve the shared goal of growth.
• Use sales methodologies and tools such as target plans, opportunity plans, and account plans to drive the sales process.
• Develop and implement an opportunity plan, to provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders.

Knowledge, Skills and Attributes:

• Demonstrate success in achieving and exceeding sales and financial goals.
• Expert in developing and encouraging meaningful customer relationships up to C-level.
• Delivery of engaging sales presentations.
• Proficiency in team selling approach.
• Broad knowledge of competitors and ability to apply competing successful sales strategies.
• Ability to define sales strategy.
• Client-centric approach, able to understand customer problems and find