Speciality Seller

The Software Sales Specialist is a seasoned subject matter expert and is the demand generating engine for the software business and has the primary objective to pursue and land qualified sales leads. The purpose of this role is 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.

A substantial amount of time is spent on engaged selling or supporting the sales process in partnership with Client Managers. This role contributes to the pre‑sales process by working with pre‑sales architects to create the best solution design for the client.

• 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 and contractual terms.
• Responsible for the Annual recurring revenue (ARR) KPI.
• Responsible for developing the sales strategy with the Software/GTM Leadership and executing in region/country.
• Builds required sales plans to position the components (that create the various Enterprise Agreements and / or Enterprise License Agreements) with the client.
• Acts as the subject matter expert for Client Managers on all software licensing questions and navigates the client to the correct options based on their needs.
• Identifies and drives Enterprise Agreements to upsell opportunities across all GTM areas, outside of opportunities already identified by the Client Managers or Client Partners.
• Maintains subject matter expertise in a technology domain, multiple domains or solutions set.
• Supports the closure of sales based on technology domain knowledge.
• Addresses the technology conceptual challenges during the sales process.
• Maintains a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients.
• Maintains awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market.
• Drives incremental pipeline by engaging with partners and customers. Excellent communication skills (verbal and written) coupled with excellent questioning skills.
• Ability to construct an EA utilizing Cisco tools available to Partners i.e. CCW.
• Ability to collaborate with key client facing teams, as well as internal stakeholders.
• Assertive in approach coupled with confidence in area of expertise and the ability to facilitate business conversations.
• Seasoned understanding of the vast range of IT operations and NTT service offerings.
• Seasoned subject matter expertise for engaging in client problems and finding viable solutions.
• Solid understanding of Software Licensing and Enterprise Agreements constructs.
• Deep understanding of the software sales motion.
• Ability to articulate the value of a software play and the commercial constructs.
• Seasoned knowledge of key vendor licensing models such as Cisco, ZScaler, Palo Alto & Fortinet.
• Proficiency in team selling approach and ability to define sales strategy.
• In‑depth knowledge of competitors and ability to apply competing successful sales strategies.
• Seasoned negotiation capabilities to craft solutions that are beneficial to customers, partners, and organization overall.

• Seasoned Sales and/or Technology experience (Managed IT Services, Systems Integration, Hosting, Subscription Software Services, IT Management).
• Seasoned experience and success in solution‑based selling, preferably related to specific domain (GTM) related software and products.
• Seasoned experience selling complex software solutions and services to the C‑Suite.
• High degree of related experience in account and/or client management.