Note: The job is a remote job and is open to candidates in USA. NTT DATA is a leading business and technology services provider, renowned for its technical excellence and innovation. The Principal Support Services Technology Sales Specialist will focus on securing qualified leads, managing client relationships, and driving expansion within existing accounts by presenting tailored solutions and value propositions.
Responsibilities
- Extensive experience in achieving and exceeding sales and financial goals
- Proven ability to build and nurture meaningful relationships with clients up to the C-level
- Strong skills in delivering engaging sales presentations and adopting a team-selling approach
- Deep understanding of competitors and the ability to implement successful sales strategies
- Experience in defining and executing sales strategies
- Meticulous attention to maintaining accurate sales forecasts and close plans
- Strong negotiation skills to create beneficial solutions for customers, partners, and the organization
- Client-centric mindset with a knack for understanding customer problems and crafting optimal solutions
- Flexibility to quickly adapt to new missions or urgent deadlines
- Maintains subject matter expertise in multiple technology domains or solutions sets
- Client ownership and relationship builder, primarily responsible for the client and act as internal client owner within assigned accounts
- Manages and grows relationships to drive expansion and renewals across all solutions and services
- Responsible for client solution penetration and education, account monitoring and portfolio reporting, and issue resolution ownership
- Leads the business conversations at C-level and becomes the reliable point of contact to further strengthen relationships
- Acts as a client and industry expert and gains insights into client’s most urgent business problems or business opportunities while linking how the organization's solutions and services offerings can add client business value
- Maintains a high level of the relevant industry, product, and service knowledge to have meaningful conversations and generally stay ahead of trends
- Collects and analyzes DATA to learn more about the client and the industry in which they operate
- Owns the sales process and collaboratively works with extended sales teams, especially Sales Specialists, pre-sales architects, and commercial architects to successfully position the solution and/or service and see the opportunity through to closure
- Partners with internal teams to ensure the scope of work and proposals are tracked, managed, and delivered on time
- Works closely with other in territory counterparts and matrix teams to achieve the shared goal of growth; yet are held accountable for own targets
- Uses sales methodologies and tools such as target plans, opportunity plans and account plans to support the sales process and DATA-driven insights
- Develops and implements 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
- Maintains a pipeline of leads on relevant CrM
- Structures deals and creates comprehensive client business plans and engage in complex deal negotiation to build a stable, growing pipeline of current and future business opportunities
- Engages in complex deal structuring and negotiation efforts designed to protect existing business and win new deals
- Leads business negotiations for contracts ensuring deals are risk-free and profitable
- Minimizes churn and maximizes retention in assigned accounts
- Lands, adopts, expands, renews – Identifies client business needs with a view to help shape solution development by the wider pursuit teams
Skills
- Extensive experience in achieving and exceeding sales and financial goals
- Proven ability to build and nurture meaningful relationships with clients up to the C-level
- Strong skills in delivering engaging sales presentations and adopting a team-selling approach
- Deep understanding of competitors and the ability to implement successful sales strategies
- Experience in defining and executing sales strategies
- Meticulous attention to maintaining accurate sales forecasts and close plans
- Strong negotiation skills to create beneficial solutions for customers, partners, and the organization
- Client-centric mindset with a knack for understanding customer problems and crafting optimal solutions
- Flexibility to quickly adapt to new missions or urgent deadlines
- Extended sales experience in a technology or services environment
- Extended experience in IT Managed Services environment
- Extended experience of solution-based selling with a proven track record of sales over-achievement
- Extended prior experience in selling complex solutions and services to C-Level clients
- Extended experience in resolving a wide range of issues in creative ways to meet targets and objectives
- Extended experience in networking with senior internal and external people in the specialist area of expertise
- Bachelor's degree or equivalent in a Technical or Sales field or related is preferred
- Certified in industry relevant structured sales methodologies and negotiation skills
- Vendor accreditations desirable
Benefits
- This position may also be eligible for incentive compensation based on individual and/or company performance.
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