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Cloud Sales Specialist

2 weeks ago

Petaling Jaya, Malaysia NTT DATA Full time

**Make an impact with NTT DATA**
Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion - it’s a place where you can grow, belong and thrive.

**Your day at NTT DATA**

This role is recognized as the client’s trusted cloud managed services advisor and applies consulting led sales skills to engage and close opportunities with decision-makers.

This role works directly with clients at a variety of levels, as well as other internal sales and delivery expert teams such as Client Managers and pre-sales services-type architects and post the sale; the delivery teams that will manage the client’s outsourced solution. Deals often involve alignment on business outcome led multi-product/multi-vendor Cloud solutions with services.

This role ‘champions’ the delivery teams’ understanding of the client’s solution requirements, and initiates improvement programs ensuring that the client remains committed to solutions which leads to more sales opportunities.

Building and developing excellent stakeholder relationships with clients, fully understanding the client and the industry in which they operate will be a core focus of this role. The focus of this role remains on converting the client to a managed services client resulting in multi-year renewals; deals may involve a long sales cycle.

As a Cloud Services Sales Specialist, this role has the opportunity to partner with some of the biggest global organizations, helping them to convert to new business models.

**What you'll be doing**

**Key Responsibilities**:

- Generates demand and selling Cloud Managed Services solutions - _
- Generates demand by assisting clients to identify and qualify current needs and effectively articulate how the company can add value through its Cloud services and solutions offering.
- Addresses the objections that a client may pose in moving to a Cloud managed services solution.
- Appropriately allocates sales time between assigned clients and new prospect opportunities; yet ensure focus remains on the top clients/prospects and balance opportunity size with likely outcomes.
- Sales partnership -_
- The success of the services agenda and successful sales will rely on successful partnership with others; this will include regional leads and services teams to work on the best outcome for the client.
- Engages and coordinates with partners and/ or vendors to drive select deals through vendor-based opportunities.
- Engages with the broader organization such as the Offer Management, Commercial Architecture and Delivery teams to promote and support high-value services opportunities.
- Participates in regional sales governance processes and Deal Clinics to profile opportunities.
- Managed Services industry trusted advisor -_
- Builds deep and long-term relationships with client leaders in a Managed Services opportunity and executes a competitive win strategy through understanding the client’s business requirements and competitive landscape.
- Maintains a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in.
- Contributes to the knowledge base of the company's services solutions within a services practice by sharing best practices with internal teams as well as client teams; ensuring that internal teams are aware of typical client challenges.
- Deal construct -_
- Helps build and support commercial solutions for Managed Services solutions and design deals that meet client’s needs and ensure win/win solutions for both client and the organization.
- Constructs the managed services deal including the commercial modelling, negotiate contractual terms, mitigate legal risk and obstacles, and move the proposal to close to meet assigned quota.
- Drives the sales process -_
- Manages a pipeline of opportunities and creates and documents a shared strategy to meet sales target such as net new customer pursuit plans to land new logos, activities to achieve client satisfaction, minimize churn, cross-sell, upsell, revenue, and margin goals.
- Collaboratively works with extended sales teams and commercial architects to successfully position the service and see the opportunity through to closure.
- Partners with internal teams to ensure scope of work and proposals are tracked, managed and delivered on time.
- Develops and implements an opportunity plan, to provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders.
- Ensures data is accurate based on sales reporting standards to provide data-driven insights.
- Supports the negotiation of deals with clients and leads the internal account management team to enable conclusion of services deals.
- Contributes to the knowledge base of the company's solutions and services by sharing bes