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Software Sales Specialist

10.00 to 16.00 Years   Mumbai City   19 Apr, 2023
Techno Science
Job LocationMumbai City
EducationNot Mentioned
SalaryNot Disclosed
IndustryRecruitment Services
Functional AreaSales / BD
EmploymentTypeFull-time

Job Description

    - Shares responsibility for win strategy with sales, challenge sub-optimal RFPs with an alternative approach focused on business value and a set of insights to differentiate. Drives overall software sales engagement, pricing, and commercial & contractual terms.- Shall be responsible for the Annual Recurring Revenue (ARR) KPI.- Shall be responsible for developing the sales strategy with the Software GTM Director and executing in region/countryThe individual will need to understand;- The components that create various Enterprise Agreements and/ or Enterprise License Agreements (EA / ELA),- Build required sales plans to position the components with the client- Work with the wider team to execute the sale- Partner with the Software Lifecycle Specialist and drive the activation and value realisation of the required software components- Drive the conversation towards an EA.- Being the subject matter expert for client managers on all software licensing questions and navigate the client to the correct options based on their needs- Identifying and driving EA upsell opportunities across all GTM areas- You will be responsible for driving the education programs into the Client Managers to ensure they understand the software sales motion to accelerate scalability of you as a software sales specialist- Maintain Subject matter expertise in a technology domain, multiple domains or solutions set- Support the closure of sales based on technology domain knowledge- 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- Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market- Demonstrate success in achieving and exceeding sales and financial goals- Mastery in developing and encouraging meaningful customer relationships up to C-level, particularly CFOs and CPOs- Delivery of engaging sales presentations.- Proficiency in team selling approach- In-depth knowledge of competitors and ability to apply competing successful sales strategies- Ability to define sales strategy- You will have 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- Negotiation skills to craft solutions that are beneficial to customers, partners, and overall- Strong business acumen- Client Engagement and management Skills- Sales Solution Skills- You are a phenomenal teammate, you know how to drive sales teams and collaborate with them Roles Focus and Segmentation: Client Segment Focus: Primary Segment Focus: New clientsSecondary Segment Focus: Existing clientsSales Process Involvement: Land & Adopt (1 & 2)Client Load: (Existing: 5 - 10) / (Prospect: 25 - 35) Sales Time Allocation: Pre-sales: 40%Engaged selling time: 25%Sales completion: 15%Sales Facilitation: 20%Solution Focus Primary: Cisco, Microsoft, VMWare and Palo Alto Secondary: In-accordance to Software Enablement Roadmap Sales Strategy with Buyers & Products New clients: Conversion Existing: Retention (current products) and Penetration (new/different products) Stakeholder EngagementInternal: Country / Region Client-Facing Sales Organization and Sales Development Representatives, Marketing Team, Client Partner (CP) & Client Success Management (CSM)External: End-Clients, OEM Vendors,

Keyskills :
salessales strategymarket pricingbusiness developmentmarketingsoftware salesclient engagement

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