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Sales Specialist - Cyber Security

Location: Gurgaon
Company: NTT America Solutions, Inc.
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Want to be a part of our team?
The primary objective of the Sales Specialist is to promote Dimension Data'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 Dimension Data's capability and experience in the relevant specialist area - thereby creating more depth in current client accounts, and identifying opportunities for new accounts.
They are experts in a specific solution area, although have a broad level of knowledge across multiple different solutions areas (domains) and will work across accounts. The Sales Specialist displays an excellent level of industry knowledge, combined with commercial acumen, business strategy skills, and knowledge of sourcing models and market trends as well as in-depth understanding of the client's business.
Working at NTT
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 Dimension Data's unique differentiators. They have the ability to have clients choose to do business with Dimension Data, 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 Dimension Data'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 Dimension Data'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 Dimension Data 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 Dimension Data 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 Dimension Data, by displaying knowledge of how the client's opportunities aligns with Dimension Data's strengths, the urgency drivers for the client and the client's current relationship with Dimension Data.
Business development activities
The Sales Specialist assists with the generation of new business, including new logo business for Dimension Data, 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 Dimension Data's solutions, services and offerings. Using their expertise they are able to contribute to the knowledge base of Dimension Data's solutions and services by sharing best practices and lessons learnt with clients. By using case studies, they are able to reference and articulate Dimension Data'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.
What will make you a good fit for the role?
Is innovation part of your DNA? Do you want to enable a connected future for people, organizations, and society?
Join our growing global NTT family and you'll be part of the world's largest ICT company (by revenue). We've combined the capabilities of 28 remarkable companies to become one, leading technology services provider. Together, we help our people, clients, and communities do great things with technology to create a more secure and connected future.
We employ 40,000 people across 57 countries. By bringing together the world's best technology companies and emerging innovators, we work together to deliver sustainable outcomes to businesses and the world. Innovation is part of our DNA. We believe it's key to what makes us different. So, we strive to move forward, challenge the status quo, and drive excellence through the technologies we integrate and the services we deliver around the world. The result is connected cities, connected factories, connected healthcare, connected agriculture, connected conservation, connected mobility, and connected sport. Together we enable the connected future.
You'll be joining a global employer that is committed to attracting, growing and keeping the best talent. A place where you will be at the heart of our success!
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