Sales Specialist Advanced Infrastructure

Role Purpose

The primary objective of the Sales Specialist is to promote the company’s solutions and services in such a way that is accessible by different stakeholders with different levels of technical expertise. They will work across accounts and verticals with the aim of selling these solutions and services. They demonstrate the company’s capability and experience in the relevant specialist area – thereby creating more depth in current client accounts, and identifying opportunities for new accounts.

Experience & Qualifications:

  • 6 -8 years experience in sales in a similar environment (IT telecoms Infrastructure)
  • Proven track record of in achieving ambitious order targets
  • Strong business and commercial acumen
  • Ability to drive sales into new markets and with new clients
  • Drivers licence and own vehicle essential
  • Self-motivated and ambitious

Role / Responsibilities:

Analyse client needs

These individuals are able to use probing questions and a conversational approach to explore and uncover the client’s needs. Sales Specialists are commercially minded and will use their understanding of the client’s business and their depth of knowledge on the specific solution or service to personalize the recommended solution in line with the clients need. They are able to demonstrate capability (Features, advantages and benefits) at a detailed level, and offer unique perspectives and align insights to key client priorities and tie those insights back to company’s unique differentiators.   They have the ability to have clients choose to do business with company, by pre-empting stakeholder objections and pushing the client to a favorable outcome. This employee has the client’s agenda in mind and can relate the company’s offerings to enable the buyer to visualize their need satisfaction, goal achievement and problem resolution. Sales Specialists need to consider the availability of critical skills, industry compliance and risk to the client in combination with the service delivery and solution that is crafted.

Achieve sales

They aim to realize revenue and margin targets and exploit opportunities, whilst displaying notable client service orientation. These employees will ensure that useful solutions are discovered based on the client’s agenda and not their own opinion. They are able to conduct business conversations with the client that are solution usage and results orientated, focusing on why the offering is needed and how it can be used to meet the client’s needs. Sales Specialists will work according to the buyers’ deadlines to ensure that the buyers’ needs are always met. They contribute to the pre-sales process by working with Solutions Architects to create the best solution design for the client. They work closely with vendors to understand their strategies for solutions and services, can articulate the roadmap, and associated impacts for clients.

Generate demand

Sales Specialists evaluate and consider opportunities as a potential buy and are able to discern when to withdraw from the sales engagement and when to pursue it. They will prospect for new opportunities within an account, asking tough qualification questions to best understand the client’s need and the company’s ability to meet this need. They are able to generate demand by assisting clients to identify current needs (turning clients’ implied needs into explicit needs), and then effectively articulate how the company can add value through our services and solutions. They leverage their specialist skills and knowledge of technology solutions and services to assist and influence the client at every stage of the buying cycle, and to position the company favorably compared to competitors. They have the ability to influence and work closely with vendors, partners and internal employees to achieve the required results.

They understand the competitive environment and can effectively pursue and select specific deals that will have a profitable result for the company by displaying knowledge of how the client’s opportunities aligns with company’s strengths, the urgency drivers for the client and the client’s current relationship.

Business development activities

The Sales Specialist assists with the generation of new business, including new logo business for the company, by:

  • Contributing to the development of market penetration strategies,
  • Gathering intelligence on potential clients,
  • Assisting with the design of optimal business models and
  • Contributing to the design of go-to-market campaigns and the development of sales strategies.

The Sales Specialist is also responsible for supporting of the various sales teams in client facing activities, as well as finding new sales opportunities by owning direct client engagement.

Behavioural skills

As corporate citizens, Sales Specialists can work effectively in teams and manage their assigned work processes. They contribute ideas to the improvement of internal processes and exhibit a growing knowledge and passion for their area of specialization. Their passion drives them to learn constantly. They are excellent listeners and demonstrate effective client engagement skills. They are commercially astute and will use their well-rounded conversational and questioning skills to assist clients in meeting their needs by buying company’s solutions, services and offerings. Using their expertise they are able to contribute to the knowledge base of company’s solutions and services by sharing best practices and lessons learnt with clients.

By using case studies, they are able to reference and articulate company’s capability, to build trust with the client. They are seen as an expert and they are able to contribute to solution development and market growth through their knowledge.

In this position you will be required to:

  • Take responsibility for promoting and selling company’s solutions and services.
  • Use their understanding of the client’s business and their depth of knowledge on the specific solution or service to personalize the recommended solution in line with the clients need.
  • Contribute to the knowledge base of the company’s solutions and services by sharing best practices and lessons learnt with clients.
  • Understand the client’s environment, business needs and provide expertise and consulting on the relevant solutions.
  • Conduct business conversations with the client that are solution usage and results orientated, focusing on why the offering is needed and how it can be used to meet the client’s needs.
  • Work closely with vendors to understand their strategies for solutions and services, can articulate the roadmap, and associated impacts for clients.
  • Prospect for new opportunities within an account, asking tough qualification questions to best understand the client’s need and the company’s ability to meet this need.
  • Leverage their specialist skills and knowledge of technology solutions and services to assist and influence the client at every stage of the buying cycle.
  • Engage in business development activities that lead to new business opportunities for the company.

 

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