Senior Data Sales Specialist
Altron
- Woodmead, Johannesburg
- Permanent
- Full-time
The Sales Specialist is responsible for effectively constructing and executing the sales process as well as managing new business development in the Territory. The role is responsible for maintaining, communicating and executing the sales plan for the Territory across the broader team.This is a primary selling role that covers support and growth of existing Customers and new Customer acquisition.INTRODUCTION TO THE ROLE:Altron Digital Business (ADB) seeks to appoint a key team member to assist in building on the successes of the existing sales team, with the aim of expanding its footprint and driving further growth and success.A well-established local team of consultants works closely within the account team to generate significant and sustainable consulting services revenues, and to develop strategic initiatives that exploit the value and capabilities of an ever-expanding Data platforms, Data management and Analytics Eco-system environment. Our world class partnerships within these capabilities include Teradata and Informatica.The key to success in this role is understanding the challenges and future direction of the industry segments, how these challenges apply to our customers and the value achieved for the customer in solving the challenges through solutions from ADB Data and Analytics partners. It is also key to be able to help the customer develop the business case by focusing on value creation.KEY AREAS OF RESPONSIBILITY:Results and GrowthACV and ARR Growth goal attainmentIdentify and map potential customer challenges/needs, to our product offeringStrategic ProspectingContinuously research the relevant industry segment to be able to develop the value propositions for our solutionsUtilise a structured approach and qualification tools for identifying and measuring the quality of potential new business initiativesDevelop 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 organisationDevelop a competitive sales strategy that anticipates competitor actions and places ADB Data and Analytics as the best in the market to meet customers tactical and strategic objectivesSales call executionEffectively 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 campaignsExecute 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 AnalyticsExecute high-quality one on one discussions utilising advanced questioning and influencing skills with IT / CIO level managersBefore 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 materialsAccount planningCapture information in a constantly maintained Account Plan in accordance with the established Account Plan standardContinuously engage the extended sales team in account planning and executionEffectively utilise resources as required to best exploit available opportunitiesReporting, Administration and TrainingComplete, lock-off and submit a monthly outlook as required based on the Altron fiscal calendarUpdate pipeline-management system tool at least weekly to maintain accurate opportunity forecastComplete all assigned training within the timeframes allottedAccount and Opportunity ManagementMaintain the Account Plan in accordance with the established Account Plan standardManage 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 ProcessWork through the sales process with key players in a timely manner to minimize issues in the close of an order and ensure Altron and customer objectives are met in the agreed timeframeContinuously develop the account to ensure repeat business combined with a proactive focus on developing new business opportunitiesEducation & Experience RequirementsFormal qualification:Bachelor’s degree in a computer science/business or equivalent industry experienceWork Experience:10 years Solutions Sales experienceThe ideal candidate will have:Previous experience in the Financial, Telco, Healthcare and Retail IndustriesDemonstrated results - please outline your quotas / achievements in your applicationExperience in both Account Management and growth in large accounts and New Customer winsExperience in selling complex technology solutions. E.g., SaaS, Data & Analytics solutions, ERP, software, professional services, and technical servicesSelling Experience:Understanding of and success in a sales environment that requires the creation of capital expenditure plans and budgetsDemonstrated success in value-linking and demand creationProven customer relationship skills, with experience in interfacing with customers, at Executive/Director level in both business and technology, on a regular basisProven ability in solutions sales environmentDemonstrated success in proactively prospecting into existing accountsDemonstrated success in selling cloud offeringPlanning Experience:Strategic planning skillsExperience in developing and executing structured account plans for large, complex accounts and maintaining year-on-year growthAbility to lead complex proposalsProven ability to deliver against demanding targetsCOMPETENCIES/PERSONAL ATTRIBUTES:Skills:Account Planning and executionExcellent presentation, communication, and interpersonal skillsUnderstanding and current use of a consultative questioning model. For example, SPIN selling or ChallengerCompetence in professional consultative selling skills such as SPIN questioning.Ability:Ability to build trusted relationships with customers that assist with the positioning of ADB Data and Analytics products and solutionsAbility to transform strategy into resultsAbility to work in a rapidly changing, ambiguous and often pressure-filled environmentAbility to influence, coach and motivate others and promote teamworkCandour - the ability to have open and effective business conversations with customer senior leadersConfidence - the ability to influence others through candidate’s demeanor and professionalismAbility to build trusted relationships with customers that assist with the positioning of Data and Analytics products and solutionsPersonal Attributes:High level of personal integrityCustomer-focusedResult orientedInnovative and resourcefulSelf-motivated and competitively drivenHigh degree of energy and initiativeResilient and focusedHigh degree of empathy and emotional intelligenceEducation National Diploma (Required)Languages English