Make an impact with NTT DATA
Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion it's a place where you can grow, belong and thrive.
Your day at NTT DATA
The Software Sales Specialist is a seasoned subject matter expert and is the demand generating engine for the software business and has the primary objective to pursue and land qualified sales leads.
The purpose of this role is to identify new opportunities from a selection of existing accounts, and present solutions, value propositions, partner configurations, cost structures and revenue models to the client.
A substantial amount of time is spent on engaged selling or supporting 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.
What You'll Be Doing
Key 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 and contractual terms.
- Responsible for the Annual Recurring Revenue (ARR) KPI.
- Responsible for developing the sales strategy with the Software/GTM Leadership and executing in region/country.
- Builds required sales plans to position the components (that create the various Enterprise Agreements and / or Enterprise License Agreements) with the client.
- Acts as the subject matter expert for Client Managers on all software licensing questions and navigates the client to the correct options based on their needs.
- Identifies and drives Enterprise Agreements to upsell opportunities across all GTM areas.
- Maintains subject matter expertise in a technology domain, multiple domains or solutions set.
- Supports the closure of sales based on technology domain knowledge.
- Addresses the technology conceptual challenges during the sales process
- Maintains a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients.
- Maintains awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market.
Knowledge and Attributes:
- Excellent communication skills (verbal and written) coupled with excellent questioning skills.
- Ability to collaborate with key client facing teams, as well as internal stakeholders.
- Assertive in approach coupled with confidence in area of expertise and the ability to facilitate business conversations.
- Seasoned understanding of the vast range of IT operations and NTT service offerings.
- Seasoned subject matter expertise for engaging in client problems and finding viable solutions.
- Solid understanding of Software Licensing and Enterprise Agreements constructs.
- Deep understanding of the software sales motion.
- Ability to articulate the value of a software play and the commercial constructs.
- Seasoned knowledge of key vendor licensing models such as Cisco, Microsoft, VMWare and Palo Alto.
- Proficiency in team selling approach and ability to define sales strategy.
- In-depth knowledge of competitors and ability to apply competing successful sales strategies.
- Seasoned negotiation capabilities to craft solutions that are beneficial to customers, partners, and organization overall.
Academic Qualifications and Certifications:
- Bachelor's degree or equivalent in information technology/systems or sales or a related field.
- SPIN and / or Solution Selling certification(s) preferred.
- Relevant technology and vendor certification(s) preferred.
Required Experience:
- Seasoned Sales and/or Technology experience (Managed IT Services, Systems Integration, Hosting, Subscription Software Services, IT Management).
- Seasoned experience and success in solution-based selling, preferably related to specific domain (GTM) related software and products.
- Seasoned experience selling complex software solutions and services to the C-Suite.
- High degree of related experience in account and/or client management.
Workplace type:
Hybrid Working
About NTT DATA
NTT DATA is a $30+ billion trusted global innovator of business and technology services. We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize and transform for long-term success. We invest over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies. Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation and management of applications, infrastructure, and connectivity. We are also one of the leading providers of digital and AI infrastructure in the world. NTT DATA is part of NTT Group and headquartered in Tokyo.
Equal Opportunity Employer
NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Join our growing global team and accelerate your career with us. Apply today.
