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.
WHAT THE ROLE OFFERS
- Responsible for creating and driving sales for accounts in Mumbai the Gujarat territory.
- Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.
- Maintain knowledge of competitors in account to strategically position Opentext OSM products and services better.
- Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
- Development of quota objectives and future direction for defined product category.
- Establish a professional, working, and consultative, relationship with the client, up to and 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.
- May invest time working with and leveraging external partners to deliver sale.
WHAT YOU NEED TO SUCCEED
- Works on Opentexts larger accounts in the specified Region of India.
- Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.
- May develop business plan in conjunction with customer.
- Typically assigned higher than average quota.
- Demonstrated achievement of progressively higher quota, diversity of business customer, and higher-level customer interface.
- Typically, 15+ years of advanced sales experience,4-5 years of product sales in the desired specialty.
- Is considered an expert in knowledge of products, solution or service offerings as well as competitor''s offerings to be able to sell large solutions.
- Understands the industry and market segment in which key accounts are situated and integrates this knowledge into consultative selling.
- Understands the role of IT within area of specialization and how the company''s solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
- Establishes a qualified working relationship, up to the executive level, with the client.
- Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
- Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account