Senior Software Sales Specialist

- Recommended Business Card Titles Software Sales Specialist

Job Profile Summary :

- 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 for identified target markets to satisfy the direct needs of the client. They work with clients at a variety of levels and internal subject matter experts to map out.

- 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 key vendors licensing models, such as Cisco, Microsoft, VMWare and Palo Alto and fully well-versed with the license structure.

- Candidate needs to be a champion for key vendors licensing and be able to influence clients on the optimal license structure and Enterprise Agreement.

- 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.

- Candidate shall particulate into new capabilities development and develop user stories and test E2E solutions relating to licensing.

- The ideal candidate will be entrepreneurial with previous experience leading services, and has analytic horsepower, logical reasoning ability and understanding of key vendors licensing models, such as Cisco, Microsoft, VMWare and Palo Alto products and solutions.

- The ideal candidate will be entrepreneurial with previous experience leading services, and has analytic horsepower, logical reasoning ability and understanding of key vendors, such as Cisco, Microsoft, VMWare and Palo Alto products and solutions.

- Responsible for selling software related products and/or services. This would typically be a list of the company's product catalogue, typically a technology or those that are strategic in nature. Typically specializes in a specific product or product line and carries an overlay quota. Generally, not account-assigned; called into accounts as opportunities are identified and may work with account-assigned sales account managers to close sale. May manage and coordinate the sales and technical team in support of the sale of the company's products. May also be called on as a technical product expert to develop and present sales proposals and systems solutions, and close complex technical sales. Primary focus of this position is selling the company's products/services; this role is not an engineering position."

Job Description :

Key Roles 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 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 :

- Client Segment Focus :

- Primary Segment Focus : New clients

- Secondary Segment Focus : Existing clients

- Sales Process Involvement : Land & Adopt (1 & 2)

- Client Load : (Existing: 5 - 10) / (Prospect: 25 - 35)

- Sales Time Allocation :

- Pre-sales : 40%

- Engaged selling time : 25%

- Sales completion : 15%

- Sales Facilitation : 20%

- Solution Focus

- Primary : Cisco, Microsoft, VMWare and Palo Alto

- Secondary: In-accordance to Software Enablement Roadmap

- Sales Strategy with Buyers & Products

- New clients: Conversion

- Existing: Retention (current products) and Penetration (new/different products)

- 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

Skills And Attributes :

- Client interaction and engagement, and understanding

- Uncover and understand client business goals

- 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

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.

- Proactively orders opportunities 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 co-create solutions with IT buyers.

- Prepares and runs negotiating meetings to achieve an objective. Maintains a neutral distance from conflicts that arise during negotiations. Independently negotiates opportunities and creates proposals that exceed clients' expectations.

- . Understands right time to close by identifying buying signals. Identifies areas for improvement in closing deals.

- 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.

- Can confidently demonstrate cross-brand value propositions to the client. Becomes recognized internally as a "go-to-resource" for value propositions and helps in regular value proposition refinement.

- 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 Optimization's :

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

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

- 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.

Work Output Prospect Potential Clients :

- The Software Sales Specialist prospects potential clients using various direct methods (such as telephonic meetings, face-to-face engagements) and indirect methods (such as networking) often accompanied by an identification of the territory in which they will prospect.

- They qualify prospects against our criteria for ideal clients and sales. These individuals consult with prospects about business challenges and requirements, as well as the range of options and cost and benefits of each.

- The Software Sales Specialist maintains a high level of relevant domain knowledge in order to have meaningful conversations with prospects.

- They report on sales activity, keeping detailed notes on prospect and client interactions, including the frequency of these interactions.

- They will drive the entire sales cycle from initial client engagement to closed sales and provide feedback to sales management on ways to decrease the sales cycle, enhance sales and improve the company's brand and reputation.

- The Software Sales Specialist is responsible for landing qualified leads as developed by the Lead Generation Representative. This position is required to ensure new opportunities are successfully qualified via existing relationship, channel partners and as identified by Lead Generation Representatives.

- The Software Sales Specialist ensures that all opportunities to derive sales with new and existing clients have been investigated prior to handing the client over to a client manager.

Client engagement :

- The Software Sales Specialist facilitates sales meetings and phone calls in a way that solicits multiple perspectives and drives consensus to a course and plan of action. This will include the effective use of face-to-face meetings.

- They 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.

- They will serve as a single point of contact for our information flow. These individuals are able to articulate the ways in which our company is different from the other competitors, suppliers and vendors they interact with.

- The Software Sales Specialist ensures that only the most suitable value propositions, partner configurations, cost structures and revenue models for identified targets markets are utilised when providing new or existing clients with potential solutions for their needs. This position leverages off existing relationships to attract new clients, be they indirect channel partners, referrals, etc.

Sales Tools :

- It is the responsibility of the Software Sales Specialist to ensure the maintenance of the pipeline of early stage leads, which will include future possible clients from which sales can be derived.

- Sales tools such as salesforce.com, is used to effectively manage client and opportunity data.

Participate in problem solving :

- The Software Sales Specialist establishes relationships with new clients and secure contracts with new clients that result in the achievement of assigned sales quotes and targets. These individuals will work to identify the root causes of the issues that their client's must address.

- Software Sales Specialist help the client in understanding the high-level requirements to address a problem whilst offering a prescriptive approach or roadmap to follow. They show a clear set of steps that others have taken to give their client confidence that they can address the problem and that NTT(Ltd) has specific solutions and services to help them.

- These employees assess, surface and mitigate client-centric risks that could prove detrimental to the client's credibility or could derail the initiative altogether. They map out an end-to-end view of a client's problem journey while coordinating a variety of client touch points and client meetings and co-ordinating internal meetings that align all the relevant stakeholders.

- These individuals engage on an initiative or a set of initiatives and track the necessary details to move the problem-solving endeavour forward without repeating past lines of questioning or revising decisions already made. This position maintains a high level of relevant product and service knowledge in order to have meaningful conversations with potential and existing clients.

- The awareness of the market pricing and strategy allows the Software Sales Specialist to have a competitive advantage in order to easily navigate sales barriers of entry.

Client interaction and engagement, and understanding :

- Uncover and understand client business goals

- 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

Opportunity identification and closing sales:

- Be able to spot 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

Execute on the Software Sales strategy :

- Support the wider organization's sales plan and execute the software 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 software related opportunities in the medium & long-term

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