Sales Specialist: Software Engineering at Altron Bytes Systems Integration

Job Description

• As a Sales Specialist, you are responsible for managing the business relationships with Altron larger and smaller accounts that reside within the Enterprise team. The Enterprise team is responsible for engaging with number of accounts that Altron has selected and that you will be responsible for bringing on, in order to develop strategies that ensure strategic partnerships with these organizations to generate revenue across multiple financial years and across the Software Engineering portfolio of Altron.
• You will be required to understand and anticipate customer’s needs and ensure the necessary account strategies and activities are in place to achieve targets for each account. Your understanding of your customers business, short- and long-term priorities, influencer and decision-makers and specific procurement processes will ensure you are the key point of contact for this Portfolio within the Altron business, and broader Altron Group. On a quarterly basis you will use this account understanding to align both internal support (Marketing and Practice Leads) and external support (Altron Group and) to bring value to your customers and grow your account revenue.
• The Sales Specialist, will be entrenched heavily within their accounts and will show account success by generating revenue, increasing customer engagement to drive customer loyalty and highlighting Altron success within the account.
• An Altron Sales Specialist is constantly keeping up to date with Software Engineering technologies, Industry Trends and Business news in order to constantly be relevant to their Accounts.

Must have experience in Solution Sales within a Software Engineering environment.

KEY ACCOUNTABILITIES / RESPONSIBILITIES

The Sales Specialist has the key responsibility of acquiring new business and growing revenue in existing accounts.  Specifically:

Business Acquisition (new and existing accounts) – external focus:

• Working with a named list of enterprise accounts within their defined territory.  You will be responsible for both developing new business, handling existing business and be continuously looking for expansion opportunities.
• A successful Solution Sales Specialist will consistently deliver Software Engineering ACV quotas, on a quarterly and yearly basis. You will be committed to consistently reach the numbers, and overachieve the number.
• Working with different resources within Altron to reach maximum account penetration, you will strategically work on account planning, market strategy and opportunity management.  The aim is to grow Altron footprint within defined accounts across all competencies and nurture long term relationship
• Negotiating pricing and business terms with large commercial enterprises by selling value, and being able to engage with our different business areas.
• Leveraging and collaborating with our KAM, pre-sales and consulting services teams, in-house as well as our partner services resources, to best position Altron’s offering in the market.
• Identify potential and existing customers, understand their needs and challenges and provide the appropriate Altron solutions to meet those needs.
• Customer solution selling focus across all Altron competencies and service lines.
• Work closely with Marketing and Business Unit teams to ensure professional delivery focused value-based selling
• Grow strategic alignment with customers (medium to long term focus) and update Altron Business Leads on the progress of this.
• Demonstrate the business value of Altron solutions and software across all business lines and roles within your customers.

Sales Excellence (internal focus):

• Solution pricing – working closely with pre-sales resources and Business Unit Leads in each competency for accurate and competitive pricing
• Proposal preparation – quality, professional proposals as defined by Sales Excellence
• Proposal submission
• Work with consulting services delivery team to ensure seamless transitioning from sales to delivery
• Meet your ACV targets by building a strong pipeline and accurate business forecast.
• Working closely with your Territory Lead and Sales Excellence you will effectively and accurately report on pipeline and forecasts in line with business requirements.
• Using our sales methodology and processes effectively, which will support you from prospect to closure, leading you to success in your role.
• Capture specific opportunity and customer intelligence into the Altron CRM system.
• Provide evidence of Altron success to your customers (and the broader Altron team) – provision of blogs and case studies
• Being a strong ambassador of our brand, through your internal and external interactions.

QUALIFICATION REQUIRED:

• Grade 12 and relevant Diploma advantageous.

EXPERIENCE REQUIRED:

8 + years hands on experience in the below:

• Strong and proven experience in new business development and account management within a Consulting Services environment
• Proven experience in commercial contracting with customers (using creative problem solving / techniques)
• Enterprise selling experience in a B2B environment
• A strong background of managing and developing an account load, across a variety of sectors.
• Strong executive presence and polish, comfortable with working at the C Suite.
• Unshakeable and genuine understanding of the importance of forecasting commitments and forecasting accuracy.
• Consistent track record of sales success and knowledge with prospects and customers in the territory.
• Relevant technology experience.

SKILLS SPECIFIC TO THE ROLE (KNOWLEDGE OF TECHNOLOGIES OR METHODOLOGIES)

SKILL and IMPORTANCE

• Microsoft CRM (Internal use) - Advantageous
• Microsoft PowerPoint - Non-negotiable
• Presentation Skills - Non-negotiable
• Client Needs Assessment (white boarding) - Non-negotiable
• Microsoft Office - Non-negotiable

MINDSET / BEHAVIOUR - DESCRIPTION

• Customer Focus - Investigates and takes action to meet customers’ current and future needs.
• Negotiation and Conflict Management - Negotiates or mediates sound agreements in business or organizational situations where there is disagreement or difference in interests
• Action Oriented - Pursues work with energy, drive, and a strong accomplishment orientation
• Dealing with Ambiguity - Works effectively in situations involving uncertainty or lack of information, and responds flexibly to change.
• Integrity and Trustworthiness - Behaves according to high ethical business principles and values.
• Drive for Results - Continually focuses on achieving positive, concrete results contributing to the company’s business success.  Closing sales opportunities successfully.
• Communication Skills - Writes, speaks, and presents information effectively and persuasively across communication settings.
• Self-Development - Embraces a philosophy of life-long, on the job learning – always checking in on the latest and greatest. Actively seeks to understand his/her own strengths and weaknesses and works continuously to improve.
• Empathetic - Open minded, inclusive, kind, empathetic and willing to help others raise their game
• High EQ - Understands that speaking her/his mind requires equal parts brains (what to say), thoughtfulness (when to say it), and caring (how it’s said)
• Grit - Deploys multiple strategies to overwhelm the problem with resources. Thinks creatively, and leverage other people’s good ideas
• High Moral Code - Always does what’s right.  
• Humble - Self-reflective and open to coaching 
• Representing the Company - Projects a positive and professional image of the Company in all contacts.

Education

• National Certificate Level 4 (N4) / Grade 12 (Required)