Software Sale Specialist at NTT Ltd.

The Software Sales Specialist is the demand generating engine for the software business and has the primary objective to pursue and land qualified sales leads. The purpose of this role is to identify new opportunities from a selection of existing accounts, and present solutions, value propositions, partner configurations, cost structures and revenue models to the client.

A substantial amount of time will be spent on engaged selling or supporting the sales process in partnership with Client Managers. They contribute to the pre-sales process by working with pre-sales architects to create the best solution design for the client.

Key role and responsibilities:

• Shares responsibility for win strategy with sales, challenge sub-optimal RFPs with an alternative approach focused on business value and a set of insights to differentiate. Drives overall software sales engagement, pricing, and commercial & contractual terms
• Responsible for the Annual Recurring Revenue (ARR) KPI
• Responsible for developing the sales strategy with the Software/GTM Leadership and executing in region/country
• Build required sales plans to position the components (that create the various Enterprise Agreements and / or Enterprise License Agreements) with the client
• Act as the subject matter expert for Client Managers on all software licensing questions and navigate the client to the correct options based on their needs
• Identify and drive Enterprise Agreements to upsell opportunities across all GTM areas
• Drive the education programs into the Client Managers to ensure they understand the software sales motion to accelerate scalability of you as a software sales specialist
• Maintain Subject matter expertise in a technology domain, multiple domains or solutions set
• Support the closure of sales based on technology domain knowledge
• Address the technology conceptual challenges during the sales process
• Maintain a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients
• Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market

Knowledge, skills and attributes:

• Excellent communication skills (verbal and written) coupled with excellent questioning skills
• Ability to collaborate with key client facing teams
• Assertive in approach coupled with confidence in area of expertise and the ability to facilitate business conversations
• Excellent interpersonal skills with the ability to develop and maintain solid stakeholder relationships
• A good understanding of the vast range of IT operations and NTT(Ltd) service offerings
• Relevant subject matter expertise for engaging in client problems and finding viable solutions
• Solid understanding of Software Licensing and Enterprise Agreements constructs
• Deep understanding of the software sales motion
• Ability to articulate the value of a software play and the commercial constructs
• Knowledge of key vendor licensing models such as Cisco, Microoft, VMWare and Palo Alto

Academic Qualifications and Certifications:

• Relevant Degree in Technical or Sales or Client Management field certifications

Required experience:

• Knowledge and demonstrated Sales and/or Technology experience (Managed IT Services, Systems Integration, Hosting, Subscription Software Services, IT Management)
• Proven experience and success in solution-based selling, preferably related to specific domain (GTM) related software and products
• Prior experience selling complex solutions and services to the C-Suite
• High degree of related experience in account and/or client management