Software Sales Specialist

KEY ROLES AND 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 & contractual terms.

- Shall be responsible for the Annual Recurring Revenue (ARR) KPI.

- Shall be responsible for developing the sales strategy with the Software GTM Director and executing in region/country

The individual will need to understand;

- The components that create various Enterprise Agreements and/ or Enterprise License Agreements (EA / ELA),

- Build required sales plans to position the components with the client

- Work with the wider team to execute the sale

- Partner with the Software Lifecycle Specialist and drive the activation and value realisation of the required software components

- Drive the conversation towards an EA.

- Being the subject matter expert for client managers on all software licensing questions and navigate the client to the correct options based on their needs

- Identifying and driving EA upsell opportunities across all GTM areas

- You will be responsible for driving the education programs into the Client Managers to ensure they understand the software sales motion to accelerate scalability of you as a software sales specialist

- Maintain Subject matter expertise in a technology domain, multiple domains or solutions set

- Support the closure of sales based on technology domain knowledge

- Address the technology conceptual challenges during the sales process

- Maintain a high 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

- Demonstrate success in achieving and exceeding sales and financial goals

- Mastery in developing and encouraging meaningful customer relationships up to C-level, particularly CFO's and CPO's

- Delivery of engaging sales presentations.

- Proficiency in team selling approach

- In-depth knowledge of competitors and ability to apply competing successful sales strategies

- Ability to define sales strategy

- You will have a 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 overall

- Strong business acumen

- Client Engagement and management Skills

- Sales Solution Skills

- You are a phenomenal teammate, you know how to drive sales teams and collaborate with them

Role's Focus and Segmentation:

Client Segment Focus:

Primary Segment Focus: New clients

Secondary Segment Focus: Existing clients

Sales Process Involvement: Land & Adopt (1 & 2)

Client Load: (Existing: 5 - 10) / (Prospect: 25 - 35)

Sales Time Allocation:

Pre-sales: 40%

Engaged selling time: 25%

Sales completion: 15%

Sales Facilitation: 20%

Solution Focus

Primary: Cisco, Microsoft, VMWare and Palo Alto

Secondary: In-accordance to Software Enablement Roadmap

Sales Strategy with Buyers & Products

New clients: Conversion

Existing: Retention (current products) and Penetration (new/different products)

Stakeholder Engagement

Internal: Country / Region Client-Facing Sales Organization and Sales Development Representatives, Marketing Team, Client Partner (CP) & Client Success Management (CSM)

External: End-Clients, OEM Vendors