Senior Data Center Sales Specialist

Make an impact with NTT DATA
Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion – it’s a place where you can grow, belong and thrive.

Your day at NTT DATA

The Senior Data Centre Sales Specialist role is a quota-bearing sales role and the purpose is to primarily pursue and land qualified leads identified by the Client Management team and other respective teams. The Senior Data Centre Sales Specialist will 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. The Senior Data Centre Sales Specialist will work directly with clients at a variety of levels, as well as internal subject matter experts.

A substantial amount of time will be spent on engaged selling or supporting the sales process in partnership with Client Managers. 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, whilst developing new business channels and territories will be a core focus of this role.

What you'll be doing

Key Roles and Responsibilities:

• Stay knowledgeable about Data Center infrastructure solutions that unify on-premise and cloud environments.
• Identify client needs and influence their decisions to work with NTT DATA.
• Build and maintain relationships with hardware and software partners like Dell, Cisco, Broadcom, HPE and other major hyperscalers.
• Keep up-to-date with partner products through sales certifications.
• Create client presentations that address business challenges with modernized infrastructure technology solutions.
• Understand the impact of AI on solutions and client readiness.
• Be familiar with sales incentives and buying programs from partners.
• Collaborate with partner specialists for combined selling strength.
• Identify and qualify opportunities; and involve the right resources for pursuit.
• Drive complex sales processes and communicate clearly.
• Address the technology conceptual challenges during the sales process
• Maintain an expert 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
• Contribute to the knowledge base of NTT Ltd.'s solutions and services within a practice area or service area by sharing best practices with internal teams, as well as client teams
• Work with relevant technology vendors and ensure a deep understanding of their solutions and how they can contribute to our own solutions set
• Interact and engage with the client to uncover and understand client business goals and articulate the solution/deliverables that the client requires, as opposed to the products that they need to buy
• Articulate our value propositions throughout all steps in the sales process
• Conduct functional gap analysis and address business issues raised by clients
• Prepare and conduct client workshops and presentations
• 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 need
• Identify opportunities and close sales
• Capable of spotting 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
• Work alongside Client Managers to support the sales process, position technology solutions, and close the deal
• Support the wider territory sales plan and execute the sales strategy, and based on that define your own plan for your solution to achieve your sales targets
• Develop and maintain clear account plans for appropriate clients and targets
• Discover, forecast, and run opportunities in the medium and long-term
• Defining deals and scope and document solutions to meet customer requirements
• Identify, assess and highlight client risks that could prove detrimental to the client’s organization and credibility
• Supporting the sales process and collaboratively work with sales teams, especially Client Managers, to successfully close the deal
• Partner with internal teams to ensure the scope of work and proposals are tracked and managed
• Work closely with other in-territory counterparts and matrix teams to achieve the shared goal of growth
• Use sales methodologies and tools such as target plans, 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, Skills and Attributes:

• Demonstrate success in achieving and exceeding sales and financial goals
• Proficiency in developing and encouraging meaningful customer relationships up to C-level
• Delivery of engaging sales presentations.
• Proficiency in team selling approach
• Good knowledge of competitors and ability to apply competing successful sales strategies
• Ability to define sales strategy
• Client-centric approach, able to understand customer problems and find best-fit solutions
• Flexible to adapt quickly to short, new missions or urgent deadlines
• Negotiation skills to craft solutions that are beneficial to customers, partners, and NTT overall
• Good business acumen
• Client engagement and management skills
• Sales solution skills
• Phenomenal teammate, you know how to drive sales teams and collaborate with them
• Close attention to maintaining up to date, accurate sales forecast and close plans

Academic Qualifications and Certifications:

• A Degree in a Technical or Sales field is preferred but not essential
• Certified in industry relevant structured sales methodologies and negotiation skills.
• Vendor accreditations desirable.

Required Experience:

• Advanced sales experience in a technology or services environment
• Advanced understanding of IT Managed Services environment
• Advanced demonstrable experience of solution-based selling with a proven track record of sales over-achievement
• Advanced experience in selling complex solutions and services to C-Level clients
• Advanced experience in resolving a wide range of issues in creative ways to meet targets and objectives
• Advanced demonstrable experience in networking with senior internal and external people in the specialist area of expertise
• Advanced level capability and the ability to work independently with little instruction on day-to-day workload

Workplace type:

Remote Working

About NTT DATA
NTT DATA is a $30+ billion trusted global innovator of business and technology services. We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize and transform for long-term success. We invest over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies. Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation and management of applications, infrastructure, and connectivity. We are also one of the leading providers of digital and AI infrastructure in the world. NTT DATA is part of NTT Group and headquartered in Tokyo.

Equal Opportunity Employer
NTT DATA 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, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Join our growing global team and accelerate your career with us. Apply today.