Senior Sales Specialist

NTT Solutions (Thailand) Limited (Bangkok, ราชอาณาจักรไทย) ประกาศเมื่อ 12 วันที่ผ่านมา

In a constantly changing world, we work together with our people, clients and communities to enable them to fulfill their potential to do great things. We believe that by bringing everyone together, we can solve problems using innovative technology that can create a world that is sustainable and secure. At NTT, we encourage you to remain continuously curious, as that is what keeps you fast, flexible and relevant. No two days will be the same but that is what will help you grow and realize your full potential.

The power is in your hands to do great things. It’s time to lead the change, be the authentic you, to solve difficult challenges, to set the pace of change and to unleash your potential.  

Want to be a part of our team?

The primary objective of the Senior Sales Specialist - Assigned Account is to promote technology domain-focused solutions within a practice area 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 NTT(Ltd) 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 Senior 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 NTT can add value through its products and services solutions offerings.

"Responsible for selling complex technical products and/or services. This would typically be a limited number of the company’s products, typically a technology or those that are strategic in nature. Typically specializes in a single product or product line, and carries an overlay quota. Generally not account-assigned; called into accounts as opportunities are identified and may work with account-assigned sales account managers to close sale. May manage and coordinate the sales and technical team in support of the sale of the company’s products. May also be called on as a technical product expert to develop and present sales proposals and systems solutions, and close complex technical sales. This position typically occurs as the result of a merger or acquisition. Primary focus of this position is selling the company's products/services; this role is not an engineering position."

Working at NTT

Primary Segment Focus
Existing clients

Secondary Segment Focus
New clients

Sales Process Involvement
Expand (3)

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, Cybersecurity, Digital Business Solutions, Services 

Stakeholder Engagement
Internal : Client Managers, Sales Specialists, Solution Architects
External : Clients, Vendors

Skills and Attributes

Sales pursuit
Identifies clients and buyers with problem the majority of NTT 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 prioritises 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. Works with NTT resources to help execute and advance the sales process. Prepares and runs negotiating meetings to achieve an objective. Maintains a neutral distance from conflicts that arise during negotiations. Independently negotiates opportunities and creates proposals that exceed clients’ expectations. Can present solutions and close deals with little internal NTT help. Understands right time to close by identifying buying signals. Identifies areas for improvement in closing deals. Proactively pursues training and development. Comes prepared to client meetings with understanding of the target audience and the NTT solutions that can reach that audience. Uses various opportunity tools (e.g. strategic opportunity plans) to clearly define expected ROI of a solution in order to develop trusting relationships. Able to co-create solutions with LoB buyers. Understands and states expectations of all the roles involved in the opportunity and how they work together in the sales process. Holds internal planning sessions before each client visit.

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. Communicates with clients in a proactive and timely manner. Can demonstrate strong relationships with 1-2 IT buyers and each client.

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 NTT and competitive product offerings and shares this knowledge with colleagues. Uses specific case studies to discuss the value of NTT offerings. Shows advanced understanding of changes in technology and can answer questions in the moment about new developments. Can suggest partnership services offerings across multiple solutions based on client needs. Identifies clients with managed services potential and creates services opportunities by building business case to present to IT and LoB buyers. Matches a solution to a DD story/use case for the majority (3-4) of solutions. Brings in other NTT internal resources for expertise in other solutions.

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. Identifies when team is not working well and creates a documented plan with clear items to steer the team back in the right direction. Has strong working relationships with partners to provide support to clients. Understands how to identify the correct partners and how to use partner resources to increase DD sales volume through vendors.

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. Can independently create high-level commercial architecture models. Relies on help from other internal DD roles only for very complex solutions. Understands existing contracts, new contracts that may materialize and what defines a typical contract. Relies on help from other internal DD roles only for very complex contracts. Shows adaptability to changing demands and deadlines.

Work Outputs

Achieve Sales
The Senior Sales Specialist - Assigned Account within the technology domain-focused solutions within a practice area.  This role is accountable for promoting technology domain-focused solutions within a practice area or service area to drive expansion with existing assigned accounts.  The individual aims to aims to ensure the generation of revenue and the achievement of sales targets They assist in the development and implementation of the pre-sales process by working with Solutions Architects to create the best solution design for the client. They manage vendors partners to understand their strategies for solutions and services, can articulate the roadmap, and associated impacts for clients.

Analyse client needs
The Senior Sales Specialist – Assigned Account uses his/her knowledge of the specifications of the NTT’s solution offerings to persuade clients that NTT(Ltd) has the ability to provide the best service and costings. This role displays an outstanding level of industry related knowledge as well as an excellent knowledge of the client’s business in order to recommend the ideal solutions to satisfy the needs of the client, this enables this position to generate demand. They have the client’s agenda in mind and can relate NTT(Ltd)’s offerings to enable the buyer to visualize their need satisfaction, goal achievement and problem resolution. This individual must consider the availability of critical skills, industry compliance and risk to the client in combination with the service delivery and solution that is crafted.

Generate demand 
The Senior Sales Specialists – Assigned Accounts formulates, evaluates and considers opportunities as a potential buy and decides when to withdraw from the sales engagement and when to pursue it. They enable generation of demand by ensuring Sale Specialist – Assigned Accounts assist clients to identify and qualify current needs and effectively articulate how NTT (Ltd) can add value through its products and services solutions offerings. They leverage the specialist skills and knowledge of their teams to assist and influence the client at every stage of the buying cycle, and to position NTT(Ltd) 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 NTT, by displaying knowledge of how the client’s opportunities aligns with NTT(Ltd)’s strengths, the urgency drivers for the client and the client’s current relationship with NTT.

Resource Co-Ordination
This employee will oversee and manage subject matter experts in efforts to ensure efficient product and services offerings deployment. The Senior Sales Specialist – Assigned Account works closely with Strategic Client Managers and Major Client Managers to ensure deals are closed. This is done by developing and driving NTT(Ltd)’s GTM strategy within the assigned accounts.

Relationship Management
This position ensures relationships with the practice areas’ stakeholders and vendors are fostered. The Senior Sales Specialist - Assigned Account is also responsible for managing various sales teams in relation to client facing activities, as well as finding new sales opportunities by owning direct client engagement.

Business development activities
The Senior Sales Specialist - Assigned Account oversees the generation of new business, within current accounts.

Next career steps
Client Partner
Client Manager: Global Accounts
Sales Manager

Education Required
Degree in Technical or Sales Field

Certifications Required
Relevant Vendor certifications would be advantageous

Work Experience Required
6-8 years relevant sales account management experience working in a large IT Company
A good understanding of the vast range of IT operations and NTT(Ltd) 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

What will make you a good fit for the role?

Standard career level descriptor for job level:
• Have wide-ranging experience
• Uses professional concepts and company objectives to solve complex issues in creative ways
• Networks with others outside own area of expertise
• Exercises judgment in selecting methods, techniques and evaluation criteria to obtain results
• May coordinate others’ activities
• Typically requires significant related experience with a Bachelor’s or equivalent degree

Join our growing global team and accelerate your career with us. Apply today.

Equal opportunity employer

NTT is proud to be an equal opportunity employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, color, sex, religion, national origin, disability, pregnancy, marital status, sexual orientation, gender reassignment, veteran status, or other protected category.

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