Networking Sales Specialist

Your day at NTT DATA

Seeking expressions of interest - Based in Melbourne, the Networking Sales Specialist is accountable for selling the company’s products and services to and maintaining relationships within existing and new accounts.

Fir this role we are seeking an industry expert/ domain specialist for IT Networking solutions and working with key vendors (eg Cisco) to drive new business by pursuing and landing qualified leads through new account acquisition, as well as cross selling into existing accounts.

The Networking Sales Specialist :

• is a quota-bearing sales persona
• identifies new opportunities from a selection of new and existing accounts, and presents solutions, value propositions, partner configurations, cost structures, and revenue models to the client that meet their needs.
• works directly with clients at a variety of levels, as well as internal subject matter experts.
• supports 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.

Key Roles and Responsibilities:

• Drives overall Networking sales engagement, pricing, and commercial and contractual terms.
• 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.
• Manage and grow relationships to drive new business expansion across all Networking related hardware, software, professional services and support services (Vendor Based Resell – VBR and NTT platform support Services – Uptime and Software Defined Infrastructure Services SDI-S)
• Responsible for client solution penetration and education, account monitoring and portfolio reporting, and issue resolution ownership.
• Lead the business conversations at C-level.
• Become the reliable point of contact to further strengthen relationships.
• Act as a client and industry expert and gain insights into client’s most urgent business problems or business opportunities while linking how our Networking related technology product and service offerings can add client business value.
• Maintain a high level of the relevant industry, product, and service knowledge to have meaningful conversations and generally stay ahead of trends.
• Collect and analyse data to learn more about the client and the industry in which they operate.
• Own the sales process and collaboratively work with extended sales teams, especially other Sales Specialists, pre-sales architects, and commercial architects to successfully position the solution and/or service and see the opportunity through to closure.
• Partner with internal teams to ensure the scope of work and proposals are tracked, managed, and delivered on time.
• Work closely with other in territory counterparts and matrix teams to achieve the shared goal of growth; yet are held accountable for own targets.
• Use sales methodologies and tools such as target plans, opportunity plans and account plans to support the sales process and data-driven insights.
• 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.
• Maintain a pipeline of leads on relevant CRM.
• Structure deals and create comprehensive client business plans and engage in complex deal negotiation to build a stable, growing pipeline of current and future business opportunities.
• Engage in complex deal structuring and negotiation efforts designed to protect existing business and win new deals.
• Lead business negotiations for contracts ensuring deals are risk-free and profitable.
• Minimise churn and maximize retention in assigned accounts.
• Land, adopt, expand – Identify client business needs with a view to help shape solution development by the wider pursuit teams.
• Actively search for expansion opportunities.

Knowledge, Skills and Attributes:

• Formidable communication skills (verbal and written) coupled with excellent questioning skills.
• Extensive experience selling IT Networking solutions, working closely with vedors such as Cisco
• Ability to collaborate with key client facing teams.
• Assertive in approach coupled with confidence in area of expertise and the ability to facilitate business conversations.
• Excellent interpersonal skills with the ability to develop and maintain engaging stakeholder relationships.
• A broad understanding of the vast range of IT operations and NTT service offerings.
• Relevant subject matter expertise for engaging in client problems and finding viable solutions.
• Excellent understanding of Software Licensing and Enterprise Agreements constructs.
• Comprehensive understanding of the hardware, software and support sales motions.
• Ability to articulate the value of a software play and the commercial constructs.
• Deep knowledge of key vendor licensing models such as Cisco
• Mastery in team selling approach.
• In-depth knowledge of competitors and ability to apply competing successful sales strategies.
• Ability to define sales strategy.
• Client-centric approach, with ability 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.
• Close attention to maintaining up to date, accurate sales forecast and close plans.
• Strong business acumen.
• Client engagement and management skills.
• Phenomenal teammate, with the ability to drive sales teams and collaborate with them.

• Extensive experience in achieving and exceeding sales and financial goals.
• Extensive experience in a technology or services environment.
• Proficiency in a team-selling approach and extensive knowledge of successful sales strategies.
• Close attention to maintaining up-to-date, accurate sales forecasts and close plans.
• Proven ability to develop and foster meaningful relationships with senior executives, particularly CFOs and CTOs.
• Exceptional skills in delivering engaging sales presentations.
• Strong negotiation skills to craft beneficial solutions for all parties involved.
• A client-centric mindset, with the ability to understand customer problems and find best-fit solutions.
• Flexibility to adapt quickly to new missions or urgent deadlines.
• A bachelor's degree or equivalent in a technical or sales field.
• Industry/Vendor sales certifications required.