Hybrid Cloud, Sales Specialist

he Cloud Sales Specialist works directly with clients at a variety of levels, as well as internal subject matter experts. A substantial amount of time is spent on engaged selling or supporting the sales process in partnership with Client Managers.

This role contributes to the pre-sales process by working with pre-sales architects to create the best solution design for the client, as well as building and developing excellent stakeholder relationships with new and existing clients, whilst developing new business channels and territories.

What you'll be doing

Key Responsibilities:

• Maintain subject matter expertise in the Cloud technology domain and industry.
• Support the closure of sales based on 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.
• Works with relevant technology vendors and ensures a deep understanding of their solutions and how they can contribute to our own solutions set.
• Engages and interacts with clients to uncover and understand client business goals and articulates the solution/deliverables that the client requires, as opposed to the products that they need to buy.
• Prepares and conducts client workshops and presentations and establishes relationships with multiple client stakeholders and secures deals with clients to achieve assigned sales quotas and targets.
• Uses 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.
• Identifies and acts on new sales opportunities within an account and works with the sales teams to drive them to closure.
• Pursues and lands qualified leads identified by the client managers and other lead generation sources.
• Executes on the sales strategy and supports the wider territory sales plan, defining own plan for the solution to ensure that sales target is achieved.
• Develops and maintains clear account plans for appropriate clients and targets.
• Identifies, assesses and highlights client risks that could prove detrimental to the client's organization and credibility.
• Partners with internal teams to ensure the scope of work and proposals are tracked and managed.
• Uses sales methodologies and tools such as opportunity plans, and account plans to drive the sales process.
• Develops and implements an opportunity plan, to provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders.

Knowledge and Attributes:

• Seasoned demonstrated success in achieving and exceeding sales and financial goals.
• Seasoned in developing and encouraging meaningful customer relationships up to senior leadership level.
• Seasoned proficiency in delivering engaging sales presentations.
• Seasoned proficiency in team selling approach.
• Seasoned knowledge of competitors and ability to apply competing successful sales strategies.
• Ability to define sales strategy coupled with seasoned sales solution capabilities.
• Client-centric approach with ability to understand customer problems and find best-fit solutions.
• Flexible to adapt quickly to short, new missions or urgent deadlines.
• Seasoned negotiation abilities 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.
• Seasoned business acumen.

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:

• Seasoned sales experience in a Hybrid Cloud or services environment.
• Seasoned understanding of IT Managed Services environment.
• Seasoned experience of Hybrid Cloud solution based selling with a proven track record of sales over-achievement.
• Seasoned experience in selling complex cloud technology solutions and services to senior level clients.
• Seasoned experience in resolving a wide range of issues in creative ways to meet targets and objectives.
• Seasoned experience in networking with senior internal and external people in the specialist area of expertise.