Senior Software Sales Specialist - SLED

NTT Ltd.•North Carolina, United States of America, IL

2d•$115,000 - $213,000•Remote

About The Position

As a Senior Software Technology Sales Specialist at NTT DATA, you will be at the heart of generating demand and securing qualified sales leads for our software business. You will identify new opportunities within existing accounts, present compelling solutions and value propositions, and navigate various partner configurations, cost structures, and revenue models to close deals successfully. You will collaborate with Client Managers, spending significant time engaged in selling and supporting the sales process. Your day will involve sharing responsibility for win strategies, challenging suboptimal rFPs, and driving software sales engagements. You will also take the lead on pricing, commercial, and contractual terms to meet our Annual recurring revenue (Arr) KPI. As a subject matter expert, you will guide Client Managers on all software licensing questions, helping clients find the best options based on their needs. You will maintain deep technology domain knowledge and an understanding of competitive landscapes, ensuring we position ourselves effectively in the market. You will develop and execute sales strategies in collaboration with Software/GTM Leadership, craft sales plans for Enterprise and License Agreements, and identify upsell opportunities across all GTM areas. Moreover, your role will include supporting the closure of sales by addressing technology conceptual challenges and maintaining up-to-date product and service knowledge.

Requirements

Expertise in software licensing and Enterprise Agreements.
A deep understanding of the software sales motion and commercial constructs.
Knowledge of key vendor licensing models such as Cisco, Microsoft, VMware, and Palo Alto.
Advanced negotiation skills to craft mutually beneficial solutions.
Advanced skills in engaging clients and finding viable solutions.
Excellent verbal and written communication skills, coupled with strong questioning abilities.
Confidence and assertiveness in your area of expertise, enabling you to facilitate business conversations effectively.
Great interpersonal skills to build and maintain solid stakeholder relationships.
Flexibility to adapt quickly to new missions or urgent deadlines.
Expertise selling and composing software licensing, enterprise agreements, and software buying programs with clients.
Experience working with SLED customers, including understanding sales cycles and funding/grant alignment
Deep experience in RFx response development
Strong ability to develop and present customer-facing business cases
Knowledge of OEM licensing tools and frameworks to construct agreements
Advanced Sales and/or Technology experience (Managed IT Services, Systems Integration, Hosting, Subscription Software Services, IT Management).
Advanced experience and success in solution-based selling, preferably related to specific domain (GTM) related software and products.
Advanced experience selling complex solutions and services to the C-Suite.
High degree of related experience in account and/or client management.

Nice To Haves

SPIN and / or Solution Selling certification(s) preferred.
Relevant technology and vendor certification(s) preferred.

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 navigate 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 deep 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.