Boardroom Appointments Solution Sales Specialist: Data Jobs in South Africa
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
How to Apply
For more information and job application details, see; Boardroom Appointments Solution Sales Specialist: Data Jobs in South Africa
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