Sales Specialist

Location: Johannesburg, Gauteng, South Africa
Date Posted: 27-10-2015
As a Sales Specialist in the Applications team, you will be responsible for selling application services in the form of professional managed & outsource services across enterprise application business solutions which are developed; integrated and managed to maximize client's ICT investments, into new and existing clients.
 You will be responsible for promoting our services and solutions, and be an expert at selling them. You will also demonstrate our expertise in the relevant specialist area, in order to expand our current client accounts and seek new business opportunities.
What we will expect you to do: 
 
·         Manage prospects for Application Solutions from initial contact through sale with successful hand-over to post-sales, working with the support infrastructure which consists of pre sales and solution architecture& commercial
·         Meet monthly and quarterly objectives as determined by Business Unit.
·         To analyse the client's business needs and recommend solutions specifically tailored to meet these requirements
·         Craft outsource solutions, value propositions & differentiators relevant to the client needs
·         Work together with project managers, solution architects and vendors to deliver the appropriate solutions for our clients.
·         To explain the key features and benefits of Application Solutions’ solutions compared to their competitors, in line with the client's priorities
·         Consultative engagement with the client to understand business value and able to articulate the IT solution relevant to the business
·         Thorough understanding of clients commercial state and able to craft complex commercial solutions
·         Application Enterprise architecture knowledge to drive consolidation, rationalisation and any transformation in clients ICT
·         Leverage company investments and enable application sale
·         Required to achieve revenue and margin targets, as well as deliver exceptional client service
·         Develop account plans, and long term, sustainable sales funnel development.  Regular forecasting.
·         Engage appropriate resources at all levels within the company and with external partners and suppliers where necessary.
·         Retain and grow existing customer relationships with particular emphasis on solutions delivery, maintenance and services.
·         Develop new customer relationships and assist in growing the Application Solutions market share.
·         Alignment with OEMs to drive joint Go To Markets(GTM)
·         Formulate and refine sales offering , GTM strategy
·         Remain up-to-date with product knowledge, services offering and trends in IT industry, Application Solutions horizontal and general business.
 

Here’s what we are looking for in candidates for this job:
Key requirements:
  • Experience in a sales and solutions environment - let's say a minimum of 6-8  years.
  • Have a good understanding about the application or management space.
  • Have  experience in SAP, Oracle, Microsoft COTS & custom  application space.-
  • Have a good understanding of one of the following market verticals:
    • Financials
    • Telecommunications
    • Manufacturing
    • Mining
    • Public sector
  • Bachelor’s (graduate) degree in business or technical field of study.
  • Accounting degree will be an advantage
  • References of formulating multiyear application support annuity deals and client wins
  • Delivery and Operations experience will be an advantage
  • Must have analytical skills enabling quick and meaningful understanding of customer needs and goals.
  • Good communications and presentation skills, with the ability to operate comfortably at and beyond client senior executive levels.
  • Strong negotiating skills and ability to develop and maintain multilevel relationships within prospects and clients.
  • Good documentation skills – ability to write formal proposals which may include a demonstrable understanding of the business and an ability to articulate the ROI.
·         Commitment to the concepts of technology enabled, value-added selling.
  •          Must be able to demonstrate business awareness.
Key abilities required:
·         Resilience, results orientation and relationship building skills.
·         Ability to handle stress and meet deadlines.
·         The candidate needs a high level of self-motivation, be pro-active with a structured work approach.
·         Willing to become a key contributor and work in pursuit of common objectives.
·         Willing to participate in general strategy and planning.
·         A proven track record in direct IT sales.  Preference will be given to candidates with pre sales / sales experience
·         A proven record of meeting sales quota and related key performance measures.
 
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