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 DATAAs a Senior Software Technology Sales Specialist at NTT DATA, you will be at the heart of generating demand and securing qualified sales leads for our software business. You will identify new opportunities within existing accounts, present compelling solutions and value propositions, and navigate various partner configurations, cost structures, and revenue models to close deals successfully.
You will collaborate with Client Managers, spending significant time engaged in selling and supporting the sales process. Your day will involve sharing responsibility for win strategies, challenging suboptimal rFPs, and driving software sales engagements. You will also take the lead on pricing, commercial, and contractual terms to meet our Annual recurring revenue (Arr) KPI.
As a subject matter expert, you will guide Client Managers on all software licensing questions, helping clients find the best options based on their needs. You will maintain deep technology domain knowledge and an understanding of competitive landscapes, ensuring we position ourselves effectively in the market.
You will develop and execute sales strategies in collaboration with Software/GTM Leadership, craft sales plans for Enterprise and License Agreements, and identify upsell opportunities across all GTM areas. Moreover, your role will include supporting the closure of sales by addressing technology conceptual challenges and maintaining up-to-date product and service knowledge.
To thrive in this role, you need to have:- Expertise in software licensing and Enterprise Agreements.
- A deep understanding of the software sales motion and commercial constructs.
- Knowledge of key vendor licensing models such as Cisco, Microsoft, VMware, and Palo Alto.
- Advanced negotiation skills to craft mutually beneficial solutions.
- Advanced skills in engaging clients and finding viable solutions.
- Excellent verbal and written communication skills, coupled with strong. questioning abilities.
- Confidence and assertiveness in your area of expertise, enabling you to facilitate business conversations effectively.
- Great interpersonal skills to build and maintain solid stakeholder relationships.
- Flexibility to adapt quickly to new missions or urgent deadlines.
- A bachelor's degree or equivalent in IT, sales, or a related field.
Key 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 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 navigate the client to the correct options based on their needs.
- Identifies and drives Enterprise Agreements to upsell opportunities across all GTM areas.
- Maintains subject matter expertise in a technology domain, multiple domains or solutions set.
- Supports the closure of sales based on deep technology domain knowledge.
- Addresses 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.
Knowledge and Attributes:- Excellent communication skills (verbal and written) coupled with excellent questioning skills.
- 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 general understanding of the vast range of IT operations and service offerings.
- Advanced relevant subject matter expertise for engaging in client problems and finding viable solutions.
- Advanced understanding of Software Licensing and Enterprise Agreements constructs.
- Advanced understanding of the software sales motion.
- Ability to articulate the value of a software play and the commercial constructs.
- Advanced knowledge of key vendor licensing models such as Cisco, Microsoft, VMWare and Palo Alto.
- Advanced 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.
- Advanced negotiation capabilities to craft solutions that are beneficial to customers, partners, and organization overall.
- Close attention to maintaining up to date, accurate sales forecast and close plans.
Academic Qualifications and Certifications:- Bachelor's degree or equivalent in information technology/systems or sales or a related field.
- SPIN and / or Solution Selling certification(s) preferred.
- Relevant technology and vendor certification(s) preferred.
Required experience:- Expertise selling and composing software licensing, enterprise agreements, and software buying programs with clients.
- Experience working with SLED customers, including understanding sales cycles and funding/grant alignment
- Deep experience in RFx response development
- Strong ability to develop and present customer-facing business cases
- Knowledge of OEM licensing tools and frameworks to construct agreements
- Advanced Sales and/or Technology experience (Managed IT Services, Systems Integration, Hosting, Subscription Software Services, IT Management).
- Advanced experience and success in solution-based selling, preferably related to specific domain (GTM) related software and products.
- Advanced experience selling complex solutions and services to the C-Suite.
- High degree of related experience in account and/or client management.
Workplace type:
Remote working with travel base on business needs up to 25% or as needed to client site or industry functions, and/or internal meetings.
Where required by law, NTT DATA provides a reasonable range of compensation for specific roles. The range for this position is $115-213K base plus variable commissions. This range reflects the minimum and maximum target compensation for the position across all US locations. Actual compensation will depend on several factors, including the candidate's actual work location, relevant experience, technical skills, and other qualifications.
This position is eligible for company benefits that will depend on the nature of the role offered. Company benefits may include medical, dental, and vision insurance, flexible spending or health savings account, life, and AD&D insurance, short-and long-term disability coverage, paid time off, employee assistance, participation in a 401k program with company match, and additional voluntary or legally required benefits.
Workplace type:
Remote Working
About NTT DATA
NTT DATA is a $30+ billion business and technology services leader, serving 75% of the Fortune Global 100. We are committed to accelerating client success and positively impacting society through responsible innovation. We are one of the world’s leading AI and digital infrastructure providers, with unmatched capabilities in enterprise-scale AI, cloud, security, connectivity, data centers and application services. Our consulting and industry solutions help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have experts in more than 50 countries. We also offer clients access to a robust ecosystem of innovation centers as well as established and start-up partners. NTT DATA is part of NTT Group, which invests over $3 billion each year in R&D.
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.
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