Enterprise Sales Specialist - A&PS

Enterprise Sales Specialist - A&PS

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.

The Services Sales Consultant is responsible for selling technology, services and / or technology management services (TMS) to end-user customers (and / or partners) in an assigned geographic territory or industry focusing on new business or up-selling within an account. The position requires a solid understanding of the services value proposition and how customers assign services contracts. Knowledge of marketing campaigns to align initiatives with account planning activities is also required. The Services Consultant develops consultative customer proposals, tailoring strategy and solutions to meet the needs of the customer. They understand the customer's business challenges / objectives to provide value added services and solutions. In some instances these specialists may also be responsible for outsourcing deals.

Responsibilities :

• Develops long term sales pipeline to increase the company's market share in specialized area.
• Uses specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
• Provide support to the Account managers.
• Set direction for business development and solution replication.
• Creates and grows reference customers.
• Sell complex products or solutions to customers on a partnership basis.
• May act as a dedicated resource to a few strategic accounts.
• Services specialists may also be responsible for selling small outsourcing deals.
• For Services Consultants : Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals.
• Establish a professional, working, and consultative, relationship with the client, 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.
• Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
• Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

Education and Experience Required :

Knowledge and Skills :

Additional Skills :

What We Can Offer You :

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.