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Data Centre Solutions Expert

3 weeks ago

Riyadh, Ar Riyāḑ, Saudi Arabia Dimension Data NTT ltd Full time

As a Senior Data Centre Technology Sales Specialist at Dimension Data / NTT ltd, you will be responsible for pursuing and landing qualified leads identified by the Client Management team. This seasoned subject matter expert will primarily focus on existing accounts, identifying new opportunities and presenting solutions, value propositions, partner configurations, cost structures, and revenue models to clients that meet their needs.

The role involves working directly with clients at various levels, as well as internal subject matter experts. A significant amount of time will be spent on engaged selling or supporting the sales process in partnership with Client Managers. You will contribute to the pre-sales process by working with pre-sales architects to create the best solution design for the client. Building and developing excellent stakeholder relationships with new and existing clients, while developing new business channels and territories, will be a core focus of this role.

Key Responsibilities:

  • Pursue and land qualified leads identified by the Client Management team and other respective teams.
  • Identify new opportunities from a selection of existing accounts and present solutions, value propositions, partner configurations, cost structures, and revenue models to the client that meet their needs.
  • Assert subject matter expertise in the Data Center technology domain.
  • Support the closure of sales based on technology domain knowledge.
  • Address the technology conceptual challenges during the sales process.
  • Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market.
  • Contribute to the knowledge base of the company's solutions and services within a practice area or service area by sharing best practices with internal teams, as well as client teams.
  • Own the client relationship and continuously build a professional relationship within assigned accounts.
  • Work with relevant technology vendors and ensure a deep understanding of their solutions and how they can contribute to our own solutions set.
  • Engage and interact with clients to uncover and understand client business goals.
  • Articulate the solution/deliverables that the client requires, as opposed to the products that they need to buy.
  • Prepare and conduct client workshops and presentations and establish relationships with multiple client stakeholders and secure deals with clients to achieve assigned sales quotas and targets.
  • Use understanding of the client's business and depth of knowledge on the technology-specific solution to personalize the recommended solution in line with the client's needs.
  • Identify and act on new sales opportunities within an account and work with the sales teams to drive them to closure.
  • Pursue and land qualified leads identified by the client managers and other lead generation sources.
  • Execute on the sales strategy and support the wider territory sales plan, defining own plan for the solution to ensure that sales target is achieved.
  • Discover, forecast, and run opportunities in the medium and long-term.
  • Identify, assess, and highlight client risks that could prove detrimental to the client's organization and credibility.
  • Support the sales process and collaboratively work with sales teams, especially Client Managers, to successfully close the deal.
  • Use sales methodologies and tools such as opportunity plans and account plans to drive the sales process.
  • Develop and implement an opportunity plan, to provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders.

Knowledge and Attributes:

  • Advanced demonstrated success in achieving and exceeding sales and financial goals.
  • Advanced in developing and encouraging meaningful customer relationships up to senior leadership level.
  • Advanced proficiency in delivering engaging sales presentations.
  • Advanced proficiency in team selling approach.
  • Advanced knowledge of competitors and ability to apply competing successful sales strategies.
  • Ability to define sales strategy coupled with seasoned sales solution capabilities.
  • Client-centric approach with ability to understand customer problems and find best-fit solutions.
  • Flexible to adapt quickly to short, new missions or urgent deadlines.
  • Advanced negotiation abilities 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.
  • Advanced business acumen.