DC Sales Specialist is responsible for creating and driving their sales pipeline, capturing leads, and using specialty expertise to seek out new opportunities and expand existing ones. The role involves establishing a professional, working, and consultative relationship with clients, up to and including C-level for mid-to-large accounts. The specialist must have extensive selling experience within the industry and on similar products, and must be able to leverage the company's portfolio and change the playing field on competitors.
Requirements
- University or Bachelor's degree / directly related previous work experience
- Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface
- Extensive selling experience within industry and on similar products
- Typically 8-12 years of advanced sales experience
- Project management skills required
- 2-3 years of product sales in the desired specialty
- Knowledge and Skills: Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions
- Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling
- Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit
- Account planning and accurate account revenue forecasting skills
- Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities
- Cultivates & maintains positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs
- Demonstrates leadership and initiative in successfully driving specialty sales in accounts – prospecting, negotiating and closing deals
- Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers
- Deep knowledge of products, solution or service offerings as well as competitor's offerings
- Understands how to leverage the company's portfolio and change the playing field on our competitors
- Utilizes Siebel as an expert and accurately forecasts business
- Understands and sells high value software solutions
- Understands selling of services sales
- Leverages services as part of strategic product sales
- Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions
- Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics
Benefits
- Health & Wellbeing
- Personal & Professional Development
- Unconditional Inclusion
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