Job Description

Key purpose:

The primary objective of the Sales Specialist is to promote company solutions and services in such a way that is accessible by different stakeholders with different levels of technical expertise. They will work across accounts and verticals with the aim of selling these solutions and services. They demonstrate company capability and experience in the relevant specialist area thereby creating more depth in current client accounts and identifying opportunities for new accounts.

They are experts in a specific solution area, although have a broad level of knowledge across multiple different solutions areas (domains) and will work across accounts. The Sales Specialist 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 clients business.

Duties and responsibilities:

• Reports directly to a manager or The Sales Specialist will be responsible for developing new business and capturing existing customer accounts
• These individuals are able to use probing questions and a conversational approach to explore and uncover the clients needs.
• Sales Specialists are commercially minded and will use their understanding of the clients business and their depth of knowledge on the specific solution or service to personalize the recommended solution in line with the clients need.
• Is are able to demonstrate capability (features, advantages and benefits) at a detailed level, and offer unique perspectives and align insights to key client priorities and tie those insights back to company unique differentiators.
• Have the ability to have clients choose to do business with the company, by pre-empting stakeholder objections and pushing the client to a favourable outcome.
• This employee has the clients agenda in mind and can relate company offerings to enable the buyer to visualize their need satisfaction, goal achievement and problem resolution.
• Sales Specialists need to consider the availability of critical skills, industry compliance and risk to the client in combination with the service delivery and solution that is crafted.
• They aim to realize revenue and margin targets and exploit opportunities, whilst displaying notable client service orientation.
• Candidate will ensure that useful solutions are discovered based on the clients agenda and not their own opinion.
• Can 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 clients needs.
• Sales Specialists will work according to the buyers deadlines to ensure that the buyers needs are always met.
• Can contribute to the pre-sales process by working with Solutions Architects to create the best solution design for the client.
• To work closely with vendors to understand their strategies for solutions and services, can articulate the roadmap, and associated impacts for clients
• Sales Specialists evaluate and consider opportunities as a potential buy and can discern when to withdraw from the sales engagement and when to pursue it.
• They will prospect for new opportunities within an account, asking tough qualification questions to best understand the clients need and company ability to meet this need
• They can generate demand by assisting clients to identify current needs (turning clients implied needs into explicit needs), and then effectively articulate how the company can add value through our services and solutions
• They leverage their specialist skills and knowledge of technology solutions and services to assist and influence the client at every stage of the buying cycle, and to position the company favourably compared to competitors.
• They can influence and work closely with vendors, partners and internal employees to achieve the required results.
• They understand the competitive environment and can effectively pursue and select specific deals that will have a profitable result for company, by displaying knowledge of how the clients opportunities aligns with company strengths, the urgency drivers for the client and the clients current relationship with company.
• The Sales Specialist assists with the generation of new business, including new logo business for the company, by: contributing to the development of market penetration strategies, gathering intelligence on potential clients, assisting with the design of optimal business models and contributing to the design of go-to-market campaigns and the development of sales strategies.
• The Sales Specialist is also responsible for supporting the various sales teams in client-facing activities, as well as finding new sales opportunities by owning direct client engagement.
• They drive passionately for client satisfaction throughout the entire lifecycle of the clients buying process, by taking ownership of the commercial and technical agreement for each client. They aim to achieve revenue and margin targets and exploit opportunities, whilst displaying notable client service orientation. The sales specialist is required to establish a strong business relationship by becoming a reliable point of contact

Qualifications and experience:

• Bachelors degree in Business Administration or related field
• At least 3 years work experience in a Sales environment and or customer service role.
• Proven ability in solution selling
• Must demonstrate the ability to meet deadlines
• Self-motivated individual that thrives under pressure
• Target driven