Senior Sales Specialist in Canberra

In a constantly changing world, we work together with our people, clients and communities to enable them to fulfil 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 realise your full potential.

The Networking Sales Specialist is responsible for selling the company’s networking solutions and services to and maintaining relationships within existing and new accounts, focused on Federal Government Clients and based in Canberra. Australian Citizen with NV1 Security Clearance required.

The role will see you drive new business by pursuing and landing qualified leads through new account acquisition and pursuing and landing leads identified by the Client Management team and other teams. You 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 ensuring that these meet their strategic needs.

The role will see you working directly with clients at a variety of levels, as well as internal subject matter experts. A substantial amount of time is spent on engaged selling or supporting the sales process in partnership with Client Managers. This role contributes to the pre-sales process by working with pre-sales architects to create the best solution design for the client, as well as building and developing excellent stakeholder relationships with new and existing clients, whilst developing new business channels and territories.

Responsibilities:

• Drive overall Networking sales engagement, pricing, and commercial and contractual terms.
• Share 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.
• Manage and grow relationships to drive new business expansion across all Networking related hardware, software, professional services and support services.
• Responsible for client solution penetration and education, account monitoring and portfolio reporting, and issue resolution ownership.
• Lead the business conversations at C-level and become the reliable point of contact to further strengthen relationships.
• Act as a client and industry expert and gain insights into client’s most urgent business problems or business opportunities.
• Maintain a high level of the relevant industry, product, and service knowledge to have meaningful conversations and generally stay ahead of trends.
• Own the sales process and collaboratively work with extended sales teams to successfully position the solution and/or service.
• Partner with internal teams to ensure the scope of work and proposals are tracked, managed, and delivered on time.
• Use sales methodologies and tools such as target plans, opportunity plans and account plans to support the sales process and data-driven insights.
• Develop and implement an opportunity plan, to provide regular check-ins with the primary point of contact.
• Structure deals and create comprehensive client business plans and engage in complex deal negotiation.
• Lead business negotiations for contracts ensuring deals are risk-free and profitable.
• Minimise churn and maximise retention in assigned accounts.
• Identify client business needs with a view to help shape solution development by the wider pursuit teams.
• Actively search for expansion opportunities.

What will make you a good fit for the role?

• Australian Citizen with NV1 Security Clearance required.
• Knowledge and significant demonstrated Sales and/or Technology experience.
• Significant experience and success in solution-based selling, preferably related to specific domain related software and products.
• Strong understanding of the various networking vendor solutions portfolios and vendor programs.
• Significant experience selling complex solutions and services to the C-Suite.
• Broad understanding of IT Managed Services environment.
• Significant demonstrable experience of solution-based selling with a proven track record of sales over-achievement.