Job Description

Minimum Requirements:

• Bachelors degree in a computer science/business or equivalent industry experience
• 10 years Solutions Sales experience

The ideal candidate will have:

• Previous experience in the Financial, Telco, Healthcare and Retail Industries
• Demonstrated results - please outline your quotas / achievements in your application
• Experience in both Account Management and growth in large accounts and New Customer wins
• Experience in selling complex technology solutions. E.g, SaaS, Data & Analytics solutions, ERP, software, professional services, and technical services 

Selling Experience:

• Understanding of and success in a sales environment that requires the creation of capital expenditure plans and budgets
• Demonstrated success in value-linking and demand creation
• Proven customer relationship skills, with experience in interfacing with customers, at Executive/Director level in both business and technology, on a regular basis
• Proven ability in solutions sales environment
• Demonstrated success in proactively prospecting into existing accounts
• Demonstrated success in selling cloud offering 

Skills:

• Account Planning and execution
• Excellent presentation, communication, and interpersonal skills
• Understanding and current use of a consultative questioning model. For example, SPIN selling or Challenger
• Competence in professional consultative selling skills such as SPIN questioning.

Responsibilities:

• Results and Growth
• ACV and ARR Growth goal attainment
• Identify and map potential customer challenges/needs, to our product offering
• Strategic Prospecting
• Continuously research the relevant industry segment to be able to develop the value propositions for our solutions
• Utilise a structured approach and qualification tools for identifying and measuring the quality of potential new business initiatives
• Develop an understanding of political relationships and their impact on buying behaviors within the account(s) to determine appropriate sales approaches for each level within the organisation
• Develop a competitive sales strategy that anticipates competitor actions and places ASI Data and Analytics as the best in the market to meet customers tactical and strategic objectives
• Sales call execution
• Effectively advise and influence the customer especially within the development of business needs, decision criteria, and creation of an ROI framework, through consultative selling techniques and relevant marketing/sales campaigns
• Execute high-quality one on one discussions utilising advanced questioning and influencing skills with customer non-IT business leaders, with the objective to influence the corporate strategy regarding the use of Data and Analytics
• Execute high-quality one on one discussions utilising advanced questioning and influencing skills with IT / CIO level managers
• Before any sales call, plan for key outcomes and next steps that the customer will commit to performing after the sales call (advances)
• Presenting high quality, professional presentations, and proposal materials
• Account planning
• Capture information in a constantly maintained Account Plan in accordance with the established Account Plan standard
• Continuously engage the extended sales team in account planning and execution
• Effectively utilise resources as required to best exploit available opportunities
• Reporting, Administration and Training
• Complete, lock-off and submit a monthly outlook as required based on the company fiscal calendar
• Update pipeline-management system tool at least weekly to maintain accurate opportunity forecast
• Complete all assigned training within the timeframes allotted
• Account and Opportunity Management
• Maintain the Account Plan in accordance with the established Account Plan standard
• Manage all opportunities in accordance with the Opportunity Management process, including the creation of Opportunity Plans, the scheduling of Early in the pipeline Opportunity reviews, the use of the Opportunity Analysis System, and the Bid Review Process
• Work through the sales process with key players in a timely manner to minimize issues in the close of an order and ensure company and customer objectives are met in the agreed timeframe
• Continuously develop the account to ensure repeat business combined with a proactive focus on developing new business opportunities