Job Description
Hiring for Software Sales Specialist || Hiring for a leading global IT service provider.
Experience - 12-15 years
Location - Bangalore & Mumbai
Job Description
KEY ROLES AND RESPONSIBILITIES:
• Shares responsibility for win strategy with sales, challenge sub-optimal RFPs with an alternative approach focused on business value and a set of insights to differentiate. Drives overall software sales engagement, pricing, and commercial & contractual terms.
• Shall be responsible for the Annual Recurring Revenue (ARR) KPI.
• Shall be responsible for developing the sales strategy with the Software GTM Director and executing in region/country
• The individual will need to understand;
• The components that create various Enterprise Agreements and/ or Enterprise License Agreements (EA / ELA),
• Build required sales plans to position the components with the client
• Work with the wider team to execute the sale
• Partner with the Software Lifecycle Specialist and drive the activation and value realisation of the required software components
• Drive the conversation towards an EA.
• Being the subject matter expert for client managers on all software licensing questions and navigate the client to the correct options based on their needs
• Identifying and driving EA upsell opportunities across all GTM areas
• You will be responsible for driving the education programs into the Client Managers to ensure they understand the software sales motion to accelerate scalability of you as a software sales specialist
• Maintain Subject matter expertise in a technology domain, multiple domains or solutions set
• Support the closure of sales based on technology domain knowledge
• Address the technology conceptual challenges during the sales process
• Maintain a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients
• Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market
• Demonstrate success in achieving and exceeding sales and financial goals
• Mastery in developing and encouraging meaningful customer relationships up to C-level, particularly CFO’s and CPO’s
• Delivery of engaging sales presentations.
• Proficiency in team selling approach
• In-depth knowledge of competitors and ability to apply competing successful sales strategies
• Ability to define sales strategy
• You will have a client-centric approach, able to understand customer problems and find best-fit solutions
• Flexible to adapt quickly to short, new missions or urgent deadlines
• Negotiation skills to craft solutions that are beneficial to customers, partners, and overall
• Strong business acumen
• Client Engagement and management Skills
• Sales Solution Skills
• You are a phenomenal teammate, you know how to drive sales teams and collaborate with them
Role’s Focus and Segmentation
• Client Segment Focus:
• Primary Segment Focus: New clients
• Secondary Segment Focus: Existing clients
• Sales Process Involvement: Land & Adopt (1 & 2)
• Client Load: (Existing: 5 – 10) / (Prospect: 25 – 35)
• Sales Time Allocation:
• Pre-sales: 40%
• Engaged selling time: 25%
• Sales completion: 15%
• Sales Facilitation: 20%
• Solution Focus
• Primary: Cisco, Microsoft, VMWare and Palo Alto
• Secondary: In-accordance to Software Enablement Roadmap
• Sales Strategy with Buyers & Products
• New clients: Conversion
• Existing: Retention (current products) and Penetration (new/different products)
• Stakeholder Engagement
• Internal: Country / Region Client-Facing Sales Organization and Sales Development Representatives, Marketing Team, Client Partner (CP) & Client Success Management (CSM)
• External: End-Clients, OEM Vendors
Experience - 12-15 years
Location - Bangalore & Mumbai
Job Description
KEY ROLES AND RESPONSIBILITIES:
• Shares responsibility for win strategy with sales, challenge sub-optimal RFPs with an alternative approach focused on business value and a set of insights to differentiate. Drives overall software sales engagement, pricing, and commercial & contractual terms.
• Shall be responsible for the Annual Recurring Revenue (ARR) KPI.
• Shall be responsible for developing the sales strategy with the Software GTM Director and executing in region/country
• The individual will need to understand;
• The components that create various Enterprise Agreements and/ or Enterprise License Agreements (EA / ELA),
• Build required sales plans to position the components with the client
• Work with the wider team to execute the sale
• Partner with the Software Lifecycle Specialist and drive the activation and value realisation of the required software components
• Drive the conversation towards an EA.
• Being the subject matter expert for client managers on all software licensing questions and navigate the client to the correct options based on their needs
• Identifying and driving EA upsell opportunities across all GTM areas
• You will be responsible for driving the education programs into the Client Managers to ensure they understand the software sales motion to accelerate scalability of you as a software sales specialist
• Maintain Subject matter expertise in a technology domain, multiple domains or solutions set
• Support the closure of sales based on technology domain knowledge
• Address the technology conceptual challenges during the sales process
• Maintain a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients
• Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market
• Demonstrate success in achieving and exceeding sales and financial goals
• Mastery in developing and encouraging meaningful customer relationships up to C-level, particularly CFO’s and CPO’s
• Delivery of engaging sales presentations.
• Proficiency in team selling approach
• In-depth knowledge of competitors and ability to apply competing successful sales strategies
• Ability to define sales strategy
• You will have a client-centric approach, able to understand customer problems and find best-fit solutions
• Flexible to adapt quickly to short, new missions or urgent deadlines
• Negotiation skills to craft solutions that are beneficial to customers, partners, and overall
• Strong business acumen
• Client Engagement and management Skills
• Sales Solution Skills
• You are a phenomenal teammate, you know how to drive sales teams and collaborate with them
Role’s Focus and Segmentation
• Client Segment Focus:
• Primary Segment Focus: New clients
• Secondary Segment Focus: Existing clients
• Sales Process Involvement: Land & Adopt (1 & 2)
• Client Load: (Existing: 5 – 10) / (Prospect: 25 – 35)
• Sales Time Allocation:
• Pre-sales: 40%
• Engaged selling time: 25%
• Sales completion: 15%
• Sales Facilitation: 20%
• Solution Focus
• Primary: Cisco, Microsoft, VMWare and Palo Alto
• Secondary: In-accordance to Software Enablement Roadmap
• Sales Strategy with Buyers & Products
• New clients: Conversion
• Existing: Retention (current products) and Penetration (new/different products)
• Stakeholder Engagement
• Internal: Country / Region Client-Facing Sales Organization and Sales Development Representatives, Marketing Team, Client Partner (CP) & Client Success Management (CSM)
• External: End-Clients, OEM Vendors
💡 Quick Summary
Seeking a career-building opportunity? The JAVA Full Stack Developer position is now open for candidates interested in the Software Developer Jobs sector. This role in Bangalore offers a professional environment and growth potential.
Requirement Snapshot: Candidates should possess basic communication skills, a proactive attitude, and the ability to work in a team. Experience in Software Developer Jobs is a plus.