IT Security Sales Specialist at Dimension Data

Description

The primary objective of the IT Security Sales Specialist - Assigned Account is to promote technology domain-focused solutions within a practice or service area to drive expansion within assigned accounts in segments 1 and 2. This is done in such a way that is accessible by different stakeholders with different levels of technical expertise. They demonstrate Dimension Data’s capability and experience in the relevant practice area or service area – resulting in the expansion of existing client accounts.

They are specialists in a specific practice area or service area and will work on an assigned account. The Sales Specialist - Assigned Account 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. This role is able to generate demand by assisting clients to identify and qualify current needs. They effectively articulate how Dimension Data can add value through its products and services solutions offerings

Requirements

Work Experience Required

• 3 -5 years relevant sales account management experience working in a large IT Company
• A good understanding of the vast range of IT operations and Dimension Data service offerings
• Thorough experience in specialist (focus area) products and understanding of industry best practices
• Demonstrated experience in working closely with a variety of relevant vendors
• Proven sales and client engagement experience
• Demonstrated business development experience with requisite understanding of relevant markets and market penetration strategies

Sales pursuit

• Identifies clients and buyers with problem the majority of DD solutions can solve. Understands the conditions where clients are open or ready to solve the problem with you and actively creates needs into DD opportunities to meet pipeline targets in SFDC. Proactively orders opportunities and balances reactive issues as necessary. Regularly updates and priorities opportunities for all accounts throughout the year and appropriately allocates sales time between clients and opportunities. Highlights sales process plan risk areas throughout the entire sales process for ongoing monitoring during execution.

Client management

• Creates near-term (<8 months) strategic account plans for most clients and performs against strategy. Adapts to challenges and plans for issues in order to achieve and exceed strategic client plans. Builds relationships quickly with high-value prospects and existing clients.

Solution knowledge

• Independently matches solutions to customer value areas and can have detailed discussions with stakeholders on all value propositions. Can confidently demonstrate cross-brand value propositions to the client. Becomes recognized internally as ago to resources for value propositions and helps in regular value proposition refinement. Proactively researches weaknesses of/points of differentiation between DD and competitive product offerings and shares this knowledge with colleagues.

Resource optimization

• Increases internal network to include strong relationships with other DD teams and some other internal business functions (accounting, marketing, sales leadership, etc). Can differentiate between the characteristics of effective and dysfunctional teams.

Business acumen

• Understands and work toward most critical success factors for a healthy pipeline (e.g. win rate, client buying process). Holds at least bi-weekly opportunity pipeline review meetings with his/her manager. Proactively builds and executes gap plans if pipeline predicts low sales target achievement. Can successfully identify commercial architecture opportunities.

Primary Segment Focus

• Existing clients
• Secondary Segment Focus
• New clients
• Sales Process Involvement
• Expand
• Client Load
• Existing: 15 – 30
• Prospect: 0
• Sales Time Allocation
• Pre-sales: 30%
• Engaged selling time: 35%
• Sales completion: 20%
• Sales facilitation: 15%
• Solution Focus
• Primary: Specialist in one of the following areas: CX and Digital Workplace, Digital Infrastructure, Cyber security, Digital Business Solutions, Services