Make an impact with NTT DATA. Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion – it’s a place where you can grow, belong and thrive.
Requirements
- 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 and contractual terms.
- Responsible for the Annual Recurring Revenue (ARR) KPI.
- Responsible for developing the sales strategy with the Software/GTM Leadership and executing in region/country.
- Builds required sales plans to position the components (that create the various Enterprise Agreements and / or Enterprise License Agreements) with the client.
- Acts as the subject matter expert for Client Managers on all software licensing questions and navigates the client to the correct options based on their needs.
- Identifies and drives Enterprise Agreements to upsell opportunities across all GTM areas.
- Maintains subject matter expertise in a technology domain, multiple domains or solutions set.
- Supports the closure of sales based on technology domain knowledge.
- Addresses the technology conceptual challenges during the sales process
- Maintains a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients.
- Maintains awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market.
- Excellent communication skills (verbal and written) coupled with excellent questioning skills.
- Ability to collaborate with key client facing teams, as well as internal stakeholders.
- Assertive in approach coupled with confidence in area of expertise and the ability to facilitate business conversations.
- Seasoned understanding of the vast range of IT operations and NTT service offerings.
- Seasoned subject matter expertise for engaging in client problems and finding viable solutions.
- Solid understanding of Software Licensing and Enterprise Agreements constructs.
- Deep understanding of the software sales motion.
- Ability to articulate the value of a software play and the commercial constructs.
- Seasoned knowledge of key vendor licensing models such as Cisco, Microsoft, VMWare and Palo Alto.
- Proficiency in team selling approach and ability to define sales strategy.
- In-depth knowledge of competitors and ability to apply competing successful sales strategies.
- Seasoned negotiation capabilities to craft solutions that are beneficial to customers, partners, and organization overall.
- Academic Qualifications and Certifications:
- Bachelor's degree or equivalent in information technology/systems or sales or a related field.
- SPIN and / or Solution Selling certification(s) preferred.
- Relevant technology and vendor certification(s) preferred.
- Required Experience:
- Seasoned Sales and/or Technology experience (Managed IT Services, Systems Integration, Hosting, Subscription Software Services, IT Management).
- Seasoned experience and success in solution-based selling, preferably related to specific domain (GTM) related software and products.
- Seasoned experience selling complex software solutions and services to the C-Suite.
- High degree of related experience in account and/or client management.
Benefits
- Equal Opportunity Employer
- Commitment to diversity and inclusion
- Career growth and development opportunities
