Details about position

Looking for the next step in your career? Enjoy a challenge?  Do you have an ambition for innovation? Want to make a difference?

If you join our growing global team, you’ll be working for an industry leader with offices across five continents, in over 47 countries and more than 28 000 employees.  You will work with some of the leading world brands across the Fortune 100 and Fortune 500 companies – who are all relying on our client to help them use the power of technology to achieve their ambition in this digital era. You’ll be part of a team who’s passionate about making a difference to the way technology shapes how we live and work – whether it’s protecting the rhino, connecting the G20 Summit, or revolutionising cycling, giving you the opportunity to do great things.

You’ll be joining a Global Top Employer, recognised for investing in talent because people are at the heart of our success. You provide the skills, passion and ideas, and we’ll provide the platform to realise your ambitions. Great talent. Great teams. Great work. Great opportunities.

Want to be part of our team?

The primary objective of the Sales Specialist is to promote our client  solutions and services in such a way that is accessible by different stakeholders with different levels of technical expertise. They will work across accounts and verticals with the aim of selling these solutions and services. They demonstrate our client capability and experience in the relevant specialist area – thereby creating more depth in current client accounts, and identifying opportunities for new accounts.

They are experts in a specific solution area, although have a broad level of knowledge across multiple different solutions areas (domains) and will work across accounts. The Sales Specialist 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.

 

What you’ll be doing

Analyse client needs

These individuals are able to use probing questions and a conversational approach to explore and uncover the client’s needs. Sales Specialists are commercially minded and will use their understanding of the client’s business and their depth of knowledge on the specific solution or service to personalize the recommended solution in line with the clients need.   They are able to demonstrate capability (features, advantages and benefits) at a detailed level, and offer unique perspectives and align insights to key client priorities and tie those insights back to our client unique differentiators.   They have the ability to have clients choose to do business with our client , by pre-empting stakeholder objections and pushing the client to a favorable outcome. This employee has the client’s agenda in mind and can relate our client offerings to enable the buyer to visualize their need satisfaction, goal achievement and problem resolution. Sales Specialists need to consider the availability of critical skills, industry compliance and risk to the client in combination with the service delivery and solution that is crafted.

Achieve sales

They aim to realize revenue and margin targets and exploit opportunities, whilst displaying notable client service orientation. These employees will ensure that useful solutions are discovered based on the client’s agenda and not their own opinion. They are able to 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. Sales Specialists will work according to the buyers’ deadlines to ensure that the buyers’ needs are always met. They contribute to the pre-sales process by working with Solutions Architects to create the best solution design for the client. They work closely with vendors to understand their strategies for solutions and services, can articulate the roadmap, and associated impacts for clients.

Generate demand

Sales Specialists evaluate and consider opportunities as a potential buy and are able to discern when to withdraw from the sales engagement and when to pursue it. They will prospect for new opportunities within an account, asking tough qualification questions to best understand the client’s need and our client ability to meet this need. They are able to generate demand by assisting clients to identify current needs (turning clients’ implied needs into explicit needs), and then effectively articulate how our client can add value through our services and solutions. They leverage their specialist skills and knowledge of technology solutions and services to assist and influence the client at every stage of the buying cycle, and to position our client favorably compared to competitors. They have the ability to influence and work closely with vendors, partners and internal employees to achieve the required results.

They understand the competitive environment and can effectively pursue and select specific deals that will have a profitable result for our client , by displaying knowledge of how the client’s opportunities aligns with our client strengths, the urgency drivers for the client and the client’s current relationship with our client.

Business development activities

The Sales Specialist assists with the generation of new business, including new logo business for our client , by:

  • contributing to the development of market penetration strategies,
  • gathering intelligence on potential clients,
  • assisting with the design of optimal business models and
  • contributing to the design of go-to-market campaigns and the development of sales strategies.

The Sales Specialist is also responsible for supporting of the various sales teams in client facing activities, as well as finding new sales opportunities by owning direct client engagement.

Behavioural skills

As corporate citizens, Sales Specialists can work effectively in teams and manage their assigned work processes. They contribute ideas to the improvement of internal processes and exhibit a growing knowledge and passion for their area of specialization. Their passion drives them to learn constantly. They are excellent listeners and demonstrate effective client engagement skills. They are commercially astute and will use their well-rounded conversational and questioning skills to assist clients in meeting their needs by buying our client solutions, services and offerings. Using their expertise they are able to contribute to the knowledge base of our client solutions and services by sharing best practices and lessons learnt with clients. By using case studies, they are able to reference and articulate our client capability, to build trust with the client. They are seen as an expert and they are able to contribute to solution development and market growth through their knowledge.

 

What would make you a good fit for this role?

Experience and Requirements:

  • 6 -8 years experience in sales in a similar environment (IT telecoms Infrastructure)
  • Proven track record of in achieving ambitious order targets
  • Strong business and commercial acumen
  • Ability to drive sales into new markets and with new clients
  • Drivers licence and own vehicle essential
  • Self-motivated and ambitious

In this position you will be required to:

  1. Take responsibility for promoting and selling our client solutions and services.
  2. Use their understanding of the client’s business and their depth of knowledge on the specific solution or service to personalize the recommended solution in line with the clients need.
  3. Contribute to the knowledge base of our client solutions and services by sharing best practices and lessons learnt with clients.
  4. Understand the client’s environment, business needs and provide expertise and consulting on the relevant solutions.
  5. 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.
  6. Work closely with vendors to understand their strategies for solutions and services, can articulate the roadmap, and associated impacts for clients.
  7. Prospect for new opportunities within an account, asking tough qualification questions to best understand the client’s need and our client ability to meet this need.
  8. Leverage their specialist skills and knowledge of technology solutions and services to assist and influence the client at every stage of the buying cycle.
  9. Engage in business development activities that lead to new business opportunities for our client .

Overview

Position: Open
Location: Cape Town
Job Title: Sales Specialist Advanced Infrastructure
Salary: To be discussed