Security Sales Specialist - Assigned Accounts (PDG8965815)

Overview

Reference
PDG8965815

Salary
ZAR200,000 - ZAR300,000/annum + Benefits

Location
- South Africa -- eThekwini Metro -- Umhlanga Rocks

Job Type
Permanent

Posted
12 February 2020

Closing date
10 Mar 2020 23:59


One of South Africa’s leading Global IT Services provider company is currently seeking an experienced and target driven candidate to join their team.

Purpose

The primary objective of the Security Sales Specialist - Assigned Account is to promote technology domain-focused solutions within a practice or service area to drive expansion within assigned accounts in segments 1 and 2. This is done in such a way that is accessible by different stakeholders with different levels of technical expertise. They demonstrate our clients capability and experience in the relevant practice area or service area – resulting in the expansion of existing client accounts.

They are specialists in a specific practice area or service area and will work on an assigned account. The Sales Specialist – Assigned Account displays an excellent level of industry knowledge, combined with commercial acumen, business strategy skills, and knowledge of sourcing models and market trends as well as in-depth understanding of the client’s business. This role is able to generate demand by assisting clients to identify and qualify current needs. They effectively articulate how our client can add value through its products and services solutions offerings.

Job Description

  • Primary Segment Focus
    • Existing clients
    • Secondary Segment Focus
      • New clients
      • Sales Process Involvement
        • Expand
        • Client Load
          • Existing: 15 – 30
          • Prospect: 0
          • Sales Time Allocation
            • l Pre-sales: 30%
            • l Engaged selling time: 35%
            • l Sales completion: 20%
            • l Sales facilitation: 15%

Required Responsibility

In this position you will be required to:

  • Promote technology domain-focused solutions within a practice area or service area to drive expansion within assigned accounts in segments 1 and 2.
  • Generate demand by assisting clients to identify and qualify current needs
  • Effectively articulate how Dimension Data can add value through its products and services solutions offerings.
  • Work closely with paired strategic client managers.
  • Conduct business conversations with the client that are solution usage and results orientated, focusing on why the offering is needed and how it can be used to meet the client’s needs.
  • Prospect for new opportunities within an account and engage in business development activities that lead to new business opportunities for our client.
  • Develop and drive our clients technology & services sales strategy with Client Managers within assigned ccounts.
  • Lead the negotiation of deals with clients and lead the internal account management team to enable conclusion of the deal.
  • Deepen relationships with domain-specific client key stakeholders and vendors, building new relationships and deepening solution knowledge.
  • Contribute to the knowledge base of our clients solutions and services within a practice area or service area by sharing best practices with clients
  • Use understanding of the client’s business and depth of knowledge on the technology-specific solution to personalize the recommended solution in line with the client’s need.
  • Achieve sales targets and assigned strategic account objectives

Solution Focus

  • Primary: Specialist in one of the following areas: CX and Digital Workplace, Digital Infrastructure, Cybersecurity, Digital Business Solutions, Services

Stakeholder Engagement

  • Internal : Strategic Client Managers, Major Client Managers
  • External : Clients, Vendors

Skills

  • Sales pursuit
  • Client Management
  • Solutions knowledge
  • Resource Optimization
  • Business Acumen

Work Outputs

  • Achieve Sales
  • Analyze clients needs
  • Generate Demand
  • Resource Co-Ordination
  • Relationship Management

Education Required

  • Degree in Technical or Sales Field

Certifications Required

  • Relevant Vendor certifications would be advantageous

Work Experience Required

  • 3 -5 years relevant sales account management experience working in a large IT Company
  • A good understanding of the vast range of IT operations and Dimension Data service offerings
  • Thorough experience in specialist (focus area) products and understanding of industry best practices
  • Demonstrated experience in working closely with a variety of relevant vendors
  • Proven sales and client engagement experience
  • Demonstrated business development experience with requisite understanding of relevant markets and market penetration strategies


Contact information

Ashley Singh


For further details please download the job description below: