GTM Sales Specialist

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The Go-to-Market (GTM) Sales Specialist's purpose is to primarily support the pursuit of qualified leads identified by the Sales Specialist, Client Management team or Lead Generation Representatives.

The GTM Sales Specialist will also assist to identify new opportunities from a selection of existing accounts, and present solutions, value propositions, partner configurations, cost structures, and revenue models to the client that meet their needs.

The GTM Sales Specialist will work directly with clients at a variety of levels, as well as internal subject matter experts.

A substantial amount of time will be spent on engaged selling or supporting the sales process in partnership with Client Managers. Contribute to the pre-sales process by working with pre-sales architects to create the best solution design for the client.

Building and developing excellent stakeholder relationships with new and existing clients, whilst developing new business channels and territories will be a core focus of this role. What you'll be doing
Primary Duties
Provide Domain and Industry Subject Matter Expertise
Maintain high level subject matter expertise in one or more of the GTM.
Strategic Portfolios, being :
• Network Transformation and IOT
• Physical Security
• End User Compute
• Contact Centre
• Data Analytics and GenAI
• Business Applications (SAP, Service Now, Salesforce)
Address the technology conceptual challenges during the sales process.
Maintain a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients, particularly in relation to Managed Services & Professional Services.
Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market.
Contribute to the knowledge base of NTT DATA solutions and services within the GTM practice by sharing best practices with internal teams, as well as client teams.
Work with relevant technology vendors such as: Cisco, Verkada, Google, AWS, Microsoft, SAP, Salesforce, and ServiceNow and ensure a deep understanding of their solutions and how they can contribute to our own solutions set cross Managed Services & Professional Services.
Client interaction and engagement, and understanding
Uncover and understand client business goals.
Articulate the solution/deliverables that the client requires, as opposed to the products that they need to buy.
Articulate our value propositions throughout all steps in the sales process.
Conduct functional gap analysis and address business issues raised by clients.
Prepare and conduct client workshops and presentations.
Establish relationships with multiple client stakeholders and secure deals with clients to achieve assigned sales quotas and targets.
Use understanding of the client's business and depth of knowledge on the technology-specific solution to personalize the recommended solution in line with the client's need.
Opportunity identification and closing sales
Be able to spot new sales opportunities within an account and work with the sales teams to drive them to closure.
Pursue and land qualified leads identified by the client managers and other lead generation sources.
Work alongside Client Managers to support the sales process, position technology solutions, and close the deal.
Execute on the sales strategy
Support the wider territory sales plan and execute the sales strategy, and based on that define your own plan for your solution to achieve your sales targets.
Develop and maintain clear account plans for appropriate clients and targets.
Discover, forecast, and run opportunities in the medium and long-term defining deals.
Scope and document solutions to meet customer requirements.
Identify, assess and highlight client risks that could prove detrimental to the client's organization and credibility.
Supporting the Sales Process
Collaboratively work with sales teams, especially Client Managers, to successfully close the deal.
Partner with internal teams to ensure the scope of work and proposals are tracked and managed.
Work closely with other in-territory counterparts and matrix teams to achieve the shared goal of growth.
Use NTT DATA Ltd.'s sales methodologies and tools such as target plans, opportunity plans, and account plans to drive the sales process.
Develop and implement an opportunity plan, to provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders.
Experiences
Demonstrable interest in solution-based selling.
Experience in resolving a wide range of issues in creative ways to meet targets and objectives.
Experience in building relationships with internal and external people in the specialist area of expertise.
Desirable: Experience in solution selling or expertise in one of the key strategic portfolio areas, such as AI.
Education and Training
A Degree is preferred but not essential.
Demonstrable Entrepreneurship skills with proven outcomes.
Solution Selling skills.
Attributes
Demonstrated success in achieving and exceeding life goals.
Mastery in developing and encouraging meaningful customer relationships.
Strong ability to deliver engaging sales presentations.
Proficiency in team selling approach.
Ability to define sales strategy.
Has a client-centric approach, able to understand customer problems and find best-fit solutions.
Flexible to adapt quickly to short, new missions or urgent deadlines.
Strong business acumen.
Client Engagement and management Skills.
Solution Sales Skills.
A phenomenal teammate, who knows how to drive sales teams and collaborate with them.
Workplace type:
On-site Working Equal Opportunity Employer
NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Accelerate your career with us. Apply today
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