Senior Sales Specialist - Cybersecurity
NTT Ltd.
Manila, Philippines
2d ago

In a constantly changing world, we work together with our people, clients and communities to enable them to fulfill their potential to do great things.

We believe that by bringing everyone together, we can solve problems using innovative technology that can create a world that is sustainable and secure.

At NTT, we encourage you to remain continuously curious, as that is what keeps you fast, flexible and relevant. No two days will be the same but that is what will help you grow and realize your full potential.

The power is in your hands to do great things. It’s time to lead the change, be the authentic you, to solve difficult challenges, to set the pace of change and to unleash your potential.

Want to be a part of our team?"The primary objective of the SI Senior Sales Specialist (Hunter) : Assigned Account (NTT) is to promote technology domain-focused solutions within a practice area or service area to drive expansion within assigned accounts in segments 1 and 2.

This is done in such a way that is accessible by different stakeholders with different levels of technical expertise. They demonstrate NTT Ltd’s capability and experience in the relevant practice area or service area resulting in the expansion of existing client accounts.

They are specialists in a specific practice area or service area and will work on an assigned account. The Senior Sales Specialist (Hunter) : Assigned Account (NTT) 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 client’s business.

This role is able to generate demand by assisting clients to identify and qualify current needs. They effectively articulate how NTT Ltd can add value through its products and services solutions offerings.

Responsible for selling complex technical products and / or services. This would typically be a limited number of the company’s products, typically a technology or those that are strategic in nature.

  • Typically specializes in a single product or product line, and carries an overlay quota. Generally not account-assigned;
  • called into accounts as opportunities are identified and may work with account-assigned sales account managers to close sale.

    May manage and coordinate the sales and technical team in support of the sale of the company’s products. May also be called on as a technical product expert to develop and present sales proposals and systems solutions, and close complex technical sales.

    Working at NTT Primary Segment Focus Existing clients Secondary Segment Focus New clients Sales Process Involvement Expand Client Load Existing : 15 30 Prospect : 0 Sales Time Allocation Pre-sales : 30% Engaged selling time : 35% Sales completion : 20% Sales facilitation : 15% Solution Focus Primary : Specialist in one of the following areas : Cybersecurity, Services Sales Strategy with Buyers & Products Existing : Penetration (new / different products) Key Roles and Responsibilities : Promote technology domain-focused solutions within a practice area or service area to drive expansion within assigned accounts in segments 1 and 2.

    Generate demand by assisting clients to identify and qualify current needs Effectively articulate how NTT Ltd can add value through its products and services solutions offerings.

    Work closely with paired strategic client managers. 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 client’s needs.

    Prospect for new opportunities within an account and engage in business development activities that lead to new business opportunities for NTT Ltd.

    Lead the negotiation of deals with clients and lead the internal account management team to enable conclusion of the deal.

    Deepen relationships with domain-specific client key stakeholders and vendors, building new relationships and deepening solution knowledge.

    Contribute to the knowledge base of NTT Ltd’s solutions and services within a practice area or service area by sharing best practices with clients Use understanding of the client’s business and depth of knowledge on the technology-specific solution to personalise the recommended solution in line with the client’s need Achieve sales targets and assigned strategic account objectives.

    Ensure that the client’s needs are met and aligned to the agreed Service Level Agreement. Ensure the achievement of sales targets and assigned strategic account objectives.

    Develop and implement the pre-sales process by working with Solutions Architects to create the best solution design for the client.

    Manage vendors partners to understand their strategies for solutions and services, can articulate the roadmap, and associated impacts for clients.

    Persuade clients that NTT Ltd has the ability to provide the best service and costings. Formulate, evaluate and consider opportunities as a potential buy and decides when to withdraw from the sales engagement and when to pursue it.

    Oversee and manage subject matter experts in efforts to ensure efficient product and services offerings deployment. Oversees the generation of new business, within current accounts.

    Knowledge, Skills and Attributes : Sales business acumen the skills supporting successful selling through organizational and business outcome mindset.

    Success will require focusing on planning, leveraging tools and data, and concentrating on NTT Ltd business requirements.

    Developing the skills to understand your client’s business (including commercial and financial aspects) in order to bring value to them from NTT’s portfolio of services.

    Sales client engagement & management the skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth.

    Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations.

    Developing the skills required to know your client, building effective & lasting relationships with them and to be seen as a trusted advisor.

    Sales solution skills the knowledge of NTT Ltd’s offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor.

    Success will require the ability to link NTT ltd offerings, including high-value services to specific client and prospect needs and outcomes Sales resources optimisation building internal relationships, working with pursuit teams and leveraging vendors as resources throughout the sales cycle.

    Sales pursuit the skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients.

    Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.

    Sales strategy execution the skills to ensure that the sales strategy is aligned to the business strategy. Sales business management the skills to ensure that target setting, and associated processes is aligned to meeting the target.

    Academic Qualifications and Certifications : Relevant Degree Relevant vendor certifications would be advantageous Required Experience : Solid sales account management experience working in a large IT Company Experience in specialist (Cybersecurity) products and understanding of industry best practices Solid experience in working closely with a variety of relevant vendors Proven sales and client engagement experience Solid business development experience with requisite understanding of relevant markets and market penetration strategies What will make you a good fit for the role?

    Standard career level descriptor for job level :

  • Have wide-ranging experience
  • Uses professional concepts and company objectives to solve complex issues in creative ways
  • Networks with others outside own area of expertise
  • Exercises judgment in selecting methods, techniques and evaluation criteria to obtain results
  • May coordinate others’ activities
  • Typically requires significant related experience with a Bachelor’s or equivalent degree
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