Product Sales Specialist

The primary objective of the Sales Specialist is to promote company solutions and services in 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 company 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 clients business.

• Reports directly to a manager. The Sales Specialist will be responsible for developing new business and capturing existing customer accounts.
• These individuals are able to use probing questions and a conversational approach to explore and uncover the clients 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 client’s 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 company unique differentiators.
• Have the ability to have clients choose to do business with the company by pre-empting stakeholder objections and pushing the client to a favourable outcome.
• This employee has the client’s agenda in mind and can relate company 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.
• They aim to realize revenue and margin targets and exploit opportunities, whilst displaying notable client service orientation.
• Candidate will ensure that useful solutions are discovered based on the client’s agenda and not their own opinion.
• Can conduct business conversations with the client that are solution usage and results oriented, 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.
• Can contribute to the pre-sales process by working with Solutions Architects to create the best solution design for the client.
• To work closely with vendors to understand their strategies for solutions and services, can articulate the roadmap, and associated impacts for clients.
• Sales Specialists evaluate and consider opportunities as a potential buy and can 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 clients’ need and the company’s ability to meet this need.
• They can generate demand by assisting clients to identify current needs (turning clients’ implied needs into explicit needs), and then effectively articulate how the company 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 the company favourably compared to competitors.
• They can 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 the company, by displaying knowledge of how the client opportunities align with company strengths, the urgency drivers for the client and the client’s…