Software Sales Specialist

Responsibilities

• The Software Sales Specialist is a seasoned subject matter expert and is the demand generating engine for the software business with 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 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.
• Shares responsibility for win strategy with sales, challenges 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 and 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.
• Builds required sales plans to position the components that create the various Enterprise Agreements and/or Enterprise License Agreements with the client.
• Acts as the subject matter expert for Client Managers on all software licensing questions and navigates the client to the correct options based on their needs.
• Identifies and drives Enterprise Agreements to upsell opportunities across all GTM areas, outside of opportunities already identified by the Client Managers or Client Partners.
• Maintains subject matter expertise in a technology domain, multiple domains or solutions set.
• Supports the closure of sales based on technology domain knowledge.
• Addressees the technology conceptual challenges during the sales process.
• Maintains a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients.
• Maintains awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market.
• Drives incremental pipeline by engaging with partners and customers.

Qualifications

• Ability to collaborate with key client-facing teams, as well as internal stakeholders.
• Proficiency in team selling approach and ability to define sales strategy.
• Seasoned subject matter expertise for engaging in client problems and finding viable solutions.
• SPIN and/or Solution Selling certification(s) preferred.
• Required experience: Seasoned Sales and/or Technology experience (Managed IT Services, Systems Integration, Hosting, Subscription Software Services, IT Management).
• Seasoned understanding of the vast range of IT operations and NTT service offerings.
• Deep understanding of the software sales motion.
• Assertive in approach coupled with confidence in area of expertise and the ability to facilitate business conversations.
• Seasoned experience and success in solution-based selling, preferably related to specific domain (GTM) related software and products.
• Excellent communication skills (verbal and written) coupled with excellent questioning skills.
• Ability to articulate the value of a software play and the commercial constructs.
• In-depth knowledge of competitors and ability to apply competing successful sales strategies.
• Seasoned negotiation capabilities to craft solutions that are beneficial to customers, partners, and the organisation overall.
• Seasoned knowledge of key vendor licensing models such as Cisco, ZScaler, Palo Alto.