Dimension Data Infrastructure Software Sales Specialist - Cape Town Jobs in South Africa

Dimension Data Infrastructure Software Sales Specialist - Cape Town Jobs in South Africa

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

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 our key vendors licensing models and is required to be well versed with the license structure

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 achievement of an annual Sales Quota (GP Target)..

Shall be responsible for driving SDI Services sales with software sold.

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 the relevant Practices

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 opportunities 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

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

Client interaction and engagement, and understanding

Uncover and understand client business goals

Articulate the solution/deliverables that the client requires

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.

Identifies clients and buyers

with problem the majority of NTT(Ltd) solutions can solve.

Understands the conditions where clients are open or ready to solve the problem with you and actively creates needs into NTT opportunities to meet pipeline targets in SFDC.

Prioritizes tasks 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 cocreate solutions with IT buyers

Has the ability to work independently to close opportunities.

Understand the sales process and follows an approved sales process to increase win rates

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.

Understands all Dimension Data solutions and competitive offerings and can differentiate between Dimension Data and specific competitor offerings.

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 Optimisation

Increases internal network to include strong relationships with other NTT(Ltd) teams and some other internal business functions (accounting, marketing, sales leadership, etc.).

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.

Qualifications

Bachelor’s degree in IT or related field required
Relevant Degree in Technical or Sales or Client Management

Knowledge in sales or Technology (Managed IT Services, systems integration, hosting, subscription software services, IT management all relevant).

At least 5 years proven success in solution-based selling, preferably related to specific domain (GTM) related software and products

Prior experience selling complex solutions and services to the C-Suite

A good understanding of the vast range of IT operations and Dimension Data service offerings

High degree of related experience in account and/or client management

Relevant subject matter expertise for engaging in client problems and finding viable solutions
Business or industry expertise

Proven client management / sales and client engagement experience

Additional Skills

Deep knowledge of the specific vendor software platform, may specialise 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.

How to Apply

For more information and job application details, see; Dimension Data Infrastructure Software Sales Specialist - Cape Town Jobs in South Africa

Find daily jobs in South Africa. Jobs - South Africa jobs. Search our career portal & find the latest South African job positions, career opportunities & jobs in South Africa.

Jobs in South Africa - banking jobs, IT jobs, accounting jobs, NGO jobs, business administration, ICT, UN jobs, procurement jobs, education jobs, hospital jobs, human resources jobs, engineering, teaching jobs, and other careers in South Africa.

Find your dream job from 1000s of vacancies in South Africa posted and updated daily - click here!