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Damia Group
,
Southampton, Hampshire
DV Cleared Software Sales Specialist
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Salary: Circa £90,000 plus commission and package |
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Overview
DV Cleared Sales Specialist - Highly competitive Salary and package Job Description DV Cleared Sales Specialist required to enable our client to build upon their products, services, software solutions Responsibilities: Responsible for creating and driving their sales pipeline. Capture leads outside of specialisation and use closed-loop lead management to ensure assignment and follow- up by others. Maintain knowledge of competitors in account to strategically position the company's products and services better. Use speciality expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit. Provide support to Account managers and provide input regarding business development and solution expertise. Development of quota objectives and future direction for defined product category. Some specialists also responsible for selling outsourcing deals. Establish a professional, working, and consultative, relationship with your clients, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry. Grow contractual renewals for mid-to-large accounts with more complexity, to higher total contract-value renewals. Knowledge and Skills: Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions. Understand the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling. Understand and apply program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit. Understand the role of IT within area of specialisation and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities. Account planning and accurate account revenue forecasting skills. Collaborate with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities. Cultivates & maintains positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs. Establishes a professional working relationship, up to the executive level, with the client. Utilises Siebel as an expert and accurately forecasts business. Understands and sells high value software solutions. Understands selling of services sales. Leverages services as part of strategic product sales. Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions. Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics. Education and Experience Required: University or Bachelor's degree Directly related previous work experience. Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface. Extensive selling experience within industry and on similar products. Typically 8-12 years of advanced sales experience. Project management skills required. 2-3 years of product sales in the desired speciality.