Technology Sales Specialist, Support Services

Urban Ridge Supplies•New York, NY

6d•$115,000 - $213,000•Remote

About The Position

NTT DATA is seeking a Principal Support Services Technology Sales Specialist to join their team. This role involves pursuing and securing qualified leads, identifying new opportunities within existing accounts, and presenting tailored solutions. The specialist will work directly with clients, often at the C-level, to understand their business problems and opportunities, and to propose innovative solutions. A key aspect of the role is building and nurturing strong client relationships to drive expansion and renewals. The specialist will also collaborate with pre-sales architecture teams to design solutions and work with extended sales teams to ensure timely delivery of proposals. The role requires staying ahead of industry trends, analyzing data, and managing the sales process from lead generation to complex contract negotiation, aiming to build a stable pipeline of business opportunities.

Requirements

Extensive experience in achieving and exceeding sales and financial goals.
Proven ability to build and nurture meaningful relationships with clients up to the C-level.
Strong skills in delivering engaging sales presentations and adopting a team-selling approach.
Deep understanding of competitors and the ability to implement successful sales strategies.
Experience in defining and executing sales strategies.
Meticulous attention to maintaining accurate sales forecasts and close plans.
Strong negotiation skills to create beneficial solutions for customers, partners, and the organization.
Client-centric mindset with a knack for understanding customer problems and crafting optimal solutions.
Flexibility to quickly adapt to new missions or urgent deadlines.
Bachelor's degree in a relevant field, or equivalent experience.
Extended demonstrated experience in achieving and exceeding sales and financial goals.
Extended demonstrated experience in developing and encouraging meaningful customer relationships up to C-level, particularly CFO’s and CTO’s.
Extended ability to deliver engaging sales presentations.
Extended proficiency in team selling approach.
Extended knowledge of competitors and ability to apply competing successful sales strategies.
Extended demonstrated experience in defining sales strategy.
Extended client-centric approach, able to understand customer problems and find best-fit solutions.
Extended negotiation capabilities to craft solutions that are beneficial to customers, partners, and organization overall.
Close attention to maintaining up to date, accurate sales forecast and close plans.
Extended sales experience in a technology or services environment.
Extended experience in IT Managed Services environment.
Extended experience of solution-based selling with a proven track record of sales over-achievement.
Extended prior experience in selling complex solutions and services to C-Level clients.
Extended experience in resolving a wide range of issues in creative ways to meet targets and objectives.
Extended experience in networking with senior internal and external people in the specialist area of expertise.

Nice To Haves

Maintains subject matter expertise in multiple technology domains or solutions sets.
Certified in industry relevant structured sales methodologies and negotiation skills.
Vendor accreditations desirable.

Responsibilities

Pursue and secure qualified leads identified by Client Management and other teams.
Identify new opportunities within existing accounts and present tailored solutions, value propositions, partner configurations, and revenue models.
Work directly with clients at various levels, spending substantial time engaged in selling Software defined Infrastructure Services (SdIS) or supporting the sales process alongside Client Managers.
Contribute to the pre-sales process by teaming up with pre-sales architecture teams to design the best solutions for clients.
Build and nurture strong relationships with clients, managing and growing these connections to drive expansion and renewals across all solutions and services.
Act as the go-to person for business conversations at the C-level, leveraging industry expertise to address clients' critical business problems and opportunities with innovative solutions.
Stay ahead of industry trends, collecting and analyzing data to gain deeper insights into client needs and the broader industry landscape.
Own the sales process and collaborate with extended sales teams to position solutions successfully.
Ensure timely delivery of proposals.
Structure deals and negotiate complex contracts to build a stable pipeline of business opportunities.
Achieve and exceed sales and financial goals.
Build and nurture meaningful relationships with clients up to the C-level.
Deliver engaging sales presentations and adopt a team-selling approach.
Implement successful sales strategies based on a deep understanding of competitors.
Define and execute sales strategies.
Maintain accurate sales forecasts and close plans.
Negotiate complex contracts to create beneficial solutions for customers, partners, and the organization.
Understand customer problems and craft optimal solutions with a client-centric mindset.
Adapt quickly to new missions or urgent deadlines.
Maintain subject matter expertise in multiple technology domains or solutions sets.
Act as internal client owner within assigned accounts.
Manage and grow relationships to drive expansion and renewals across all solutions and services.
Be responsible for client solution penetration and education, account monitoring and portfolio reporting, and issue resolution ownership.
Lead business conversations at C-level and become the reliable point of contact to further strengthen relationships.
Act as a client and industry expert, gaining insights into clients' most urgent business problems or opportunities and linking how NTT DATA's offerings add client business value.
Maintain a high level of relevant industry, product, and service knowledge.
Collect and analyze data to learn more about the client and their industry.
Collaboratively work with extended sales teams, especially Sales Specialists, pre-sales architects, and commercial architects to successfully position the solution/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 shared growth goals while being 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, providing regular check-ins with the primary point of contact and establishing a process for stakeholder buy-in.
Maintain a pipeline of leads on relevant CRM.
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.
Minimize churn and maximize retention in assigned accounts.
Identify client business needs with a view to help shape solution development by the wider pursuit teams (Land, Adopt, Expand, Renew).