About the Role
The Data Centre Sales Specialist is a seasoned subject matter expert and a quota-bearing sales persona. The primary purpose of this role is to pursue and secure qualified leads identified by the Client Management team and other respective teams. The Data Centre Sales Specialist identifies new opportunities from a selection of existing accounts and presents Data Centre solutions, value propositions, partner configurations, cost structures, and revenue models that meet client needs. This role involves extensive direct engagement with clients at various levels, as well as collaboration with internal subject matter experts. A substantial amount of time is dedicated to engaged selling and supporting the sales process in partnership with Client Managers. The role contributes to the pre-sales process by collaborating with pre-sales architects to create optimal solution designs for clients, while also developing new business channels and territories.
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Key Responsibilities:
- Maintain domain and industry subject matter expertise in the DATA Centre technology domain or solutions set.
- Support the closure of DATA Centre sales leveraging technology domain knowledge.
- Address technology conceptual challenges during the sales process.
- Maintain a high level of relevant product and service knowledge to enable meaningful conversations with clients.
- Stay aware of the competitive landscape, market pricing, and strategies for market penetration.
- Collaborate with relevant technology vendors to ensure a deep understanding of their solutions and how they complement our offerings.
- Engage clients to uncover and understand their business goals and articulate the necessary solutions/deliverables.
- Prepare and conduct client workshops and presentations, establishing relationships with multiple stakeholders, and securing deals to achieve assigned sales quotas and targets.
- Personalize recommended solutions in line with client needs based on a deep understanding of their business and technology.
- Identify and act on new sales opportunities within accounts and work with sales teams to drive them to closure.
- Execute on the sales strategy and support the broader territory sales plan, defining a personal plan to ensure achievement of sales targets.
- Develop and maintain clear account plans for appropriate clients and targets.
- Identify, assess, and highlight client risks that may affect their organization and credibility.
- Partner with internal teams to ensure the scope of work and proposals are accurately tracked and managed.
- Utilize sales methodologies and tools to drive the sales process effectively.
- Develop and implement opportunity plans, maintaining regular check-ins with primary contacts and established processes for buy-in from stakeholders.
Knowledge and Attributes:
- Proven success in achieving and exceeding sales and financial goals.
- Ability to develop and maintain meaningful customer relationships up to senior leadership level.
- Proficient in delivering engaging sales presentations.
- Familiar with team selling approaches.
- Knowledge of competitors and ability to apply competing sales strategies effectively.
- Strong client-centric approach with an understanding of customer problems and ability to identify best-fit solutions.
- Flexible in adapting to short-term missions or urgent deadlines.
- Strong negotiation skills to create beneficial solutions for customers and the organization.
- Attention to maintaining accurate sales forecasts and close plans.
- Seasoned business acumen.
Academic Qualifications and Certifications:
- Bachelor’s degree or equivalent in information technology/systems, sales, or a related field.
- Preferred certifications: SPIN and/or Solution Selling.
- Relevant technology and vendor certifications are also preferred.
Required Experience:
- Extensive sales experience in a technology or services environment.
- Comprehensive understanding of the IT Managed Services landscape.
- Proven track record of solution-based selling with sales over-achievement.
- Experience in selling complex DATA Centre technology solutions and services to senior-level clients.
- Demonstrated experience in resolving diverse issues creatively to meet targets and objectives.
- Networking capabilities with senior internal and external stakeholders in the specialized area of expertise.
Workplace Type:
On-site Working
