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Job Description
- Lead Services sales relationship with the Enterprise Operating Unit (EOU): building and maintaining close working relationships with the Account Executive (AE) and Account Technology Strategist (ATS) and collaborating through an agreed account rhythm.
- Lead Services sales strategy and account planning with the EOU: orchestrating the Services v-team to ensure appropriate Services activities aligned to customer priorities, and agreeing where Services will lead and where Services will support partner-led opportunities.
- Close deals through effective leadership and orchestration of the Services virtual team: being accountable for the entire sales cycle 0-100%, intentionally selling Services Industry Digital Transformation and Support Priorities and Key Offers, driving Services Specialist (SSSP) responsibility for leading Solution Area-specific opportunities and leveraging pre-sales assistance.
- Meet or exceed revenue targets and maintain deal management excellence - executing sales excellence discipline in pipelinehygiene, deal commitment & close planning.
Job Requirements
Key Experience, Skills, Knowledge & Education Required:
- Proven sales success and expertise in selling solutions
- Industry knowledge and experience
- Track record of consistently meeting or exceeding sales targets
- Demonstrable sales excellence discipline
- Executes recognized sales methods, processes and tools
- Sales and business background, with 5+ years of technology-related experience
- Bachelor’s degree with exposure to Information Technology (or equivalent)
Capabilities Profile
- Sales Account Leader & Achiever – Ability to: Reliably meet or exceed revenue targets through effective account leadership, planningand execution, successfully influencing key stakeholders within customers, partners and internally.
- Digital Transformation Driver – Ability to: Engage Customer Business Decision Makers (BDM’s) and Technical Decision Makers (TDM’s),creating a compelling case for customer change and tailoring sales messages to Customer’s desired business impact and outcomes.
- Industry Expert – Ability to: Articulate Industry-focused Digital Transformation and Support Subject Matter Expertise and differentiate competitor propositions.
- Deal Orchestrator – Ability to: Orchestrate deal team to ensure success, working in partnership across multiple v-teams while continuouslymaintaining sales excellence discipline.
