Technology Sales Specialist-Services

Key Responsibilities

Builds trusted relationships among clients and partners and acts as the internal focal point for support services pursuits.

Drives land, adopt, expand, and renew growth by identifying whitespace, attach opportunities, and renewal/extension paths across solutions and services.

Leads opportunity qualification and progression, maintains accurate account/portfolio reporting, and owns issue escalation to protect deal momentum.

Facilitates executive‑level conversations (CIO/CTO/CFO/Procurement) that tie infrastructure transformation to measurable business outcomes, risk reduction, and financial value.

Maintains a high level of relevant industry, product, and service knowledge to have meaningful conversations, stay ahead of trends, and position differentiators of SDIS versus the competition.

Owns the services pursuit process and collaborates with extended teams (client managers, solution architects, delivery, commercial/legal, partners) to develop and manage scope, assumptions, pricing, proposals, and deliverables, ensuring high‑quality submissions and on‑time execution through the pursuit lifecycle.

Collaborates effectively within a matrix environment to achieve shared growth goals while remaining accountable for individual quota, pipeline, and forecast targets.

Uses structured sales methodologies and tools and data‑driven insights to improve win rates and forecast accuracy.

Builds and executes stakeholder engagement and governance plans, aligning economic buyers, technical buyers, and procurement to secure approvals and enable NTT DATA SDIS outcome tracking.

Engages in complex deal structuring and negotiation efforts designed to protect existing business and win new services deals in partnership with delivery and client success stakeholders.

Identifies recurring client needs and patterns to inform repeatable NTT DATA SDIS plays and helps shape solution offers with pursuit and delivery teams to improve scalability and time‑to‑value.

• Demonstrated track record of achieving and exceeding quota in complex services sales.
• Proven ability to build and sustain executive relationships (CIO/CTO/CFO/Procurement) and navigate multi‑stakeholder buying committees.
• Strong ability to deliver engaging sales presentations and articulate transformation roadmaps, business cases, and measurable outcomes.
• Demonstrated ability to lead a team‑selling approach across solutioning, delivery, partners, and client management.
• Consultative selling skills with the ability to differentiate SDIS and outcome‑based models versus alternative sourcing options and competitors.
• Ability to define and execute territory/account strategy, including pipeline generation, pursuit prioritization, and partner‑led motions.
• Comfort operating in fast‑moving pursuits with shifting priorities, tight deadlines, and multiple stakeholders.
• Strong commercial and financial acumen (TCV/ACV, margin, run‑rate, transition costs) with experience structuring support services and outcome‑based deals.
• Disciplined pipeline management with accurate forecasting, mutual close planning, and clear next‑step ownership.

• Bachelor’s degree or equivalent experience in a technical or sales‑related field is preferred.
• Certification in industry relevant structured sales methodologies and negotiation skills.
• Vendor accreditations desirable.

• Significant experience in technology services sales, including support services, outsourcing, and/or infrastructure transformation.
• Experience with Palo Alto or Dell services preferred.
• Experience selling or supporting NT DATA’s SDIS, including multi‑year annuity engagements, preferred.
• Proven track record in consultative, solution‑based selling with consistent sales over achievement and strong pipeline generation.
• Experience selling complex solutions and services to C‑Level clients and navigating procurement, contracting, and governance requirements.
• Experience managing complex pursuits, resolving obstacles quickly, and coordinating cross‑functional teams to meet objectives.
• Demonstrated ability to collaborate and influence across senior internal and external…