Sales Specialist - Collab (PDG8965845)
Our Client a Global Tech firm is seeking Sales Specialist – Collab to join their team in Johannesburg.
Skills and Attributes
Sales pursuit - Comes prepared to client meetings with understanding of the target audience and our clients solutions or services that can reach that audience. Uses various opportunity tools (e.g. strategic opportunity plans) to clearly define expected ROI of a solution in order to develop trusting relationships. Able to co-create solutions with LoB buyers. Prepares and runs negotiating meetings to achieve an objective. Can present solutions and close deals with little internal help. Understand right time to close by identifying buying signals. Identifies areas for improvement in closing deals. Proactively pursues training and development. Understands and states expectations of all of the roles involved in the opportunity and how they work together in the sales process. Holds internal planning sessions before each client visit.
Client management - Builds relationships quickly with high-value prospects and existing clients. Communicates with clients in a proactive and timely manner. Can demonstrate strong relationships with 1-2 IT buyers and each client.
Solution knowledge - Shows strong knowledge of all offerings and value propositions and leads high-level conversations of these value propositions to IT and LoB buyers. Matches solutions to stated client value drivers. Show understanding of cross-brand value propositions. Understands all solutions and competitive offerings and can differentiate between our client and specific competitor offerings. Shows advanced understanding of changes in technology and can answer questions in the moment about new developments. Brings in other internal resources for expertise in other solutions.
Resource optimization- Increases internal network to include strong relationships with other teams and some other internal business functions (accounting, marketing, sales leadership, etc). Can differentiate between the characteristics of effective and dysfunctional teams. Identifies when team is not working well and creates a documented plan with clear items to steer the team back in the right direction. Has strong working relationships with partners to provide support to clients. Understands how to identify the correct partners and how to use partner resources to increase sales volume through vendors. Proactively reaches out with to help align resources to develop team. Develops others by setting expectations, providing feedback and identifying learning opportunities. Motivates others.
Business acumen - Understands and work toward most critical success factors for a healthy pipeline (e.g. win rate, client buying process). Holds at least bi-weekly opportunity pipeline review meetings with his/her manager. Proactively builds and executes gap plans if pipeline predicts low sales target achievement. Can successfully identify commercial architecture opportunities. Can independently create high-level commercial architecture models. Relies on help from other internal roles only for very complex solutions. Understands existing contracts, new contracts that may materialize and what defines a typical contract. Relies on help from other internal roles only for very complex contracts. Shows adaptability to changing demands and deadlines.
Work Experience Required
For further details please download the job description below: