Data Centre Technology Sales Specialist

Role overview

Sales and client engagement

• Pursue and close qualified data centre sales using technology-domain expertise and address technical conceptual challenges during the sales process.
• Identify opportunities in existing accounts, develop new business channels and territories, and pursue leads from client managers and other sources.
• Present solutions, value propositions, partner configurations, cost structures, and revenue models that address client needs.
• Work with pre-sales architects to develop solution designs and partner with client managers through sales activities.
• Engage clients to understand business goals and articulate required solutions and deliverables rather than simply products.
• Prepare and deliver client workshops and presentations, develop stakeholder relationships, and secure deals against assigned quotas and targets.

Market and account execution

• Maintain data centre domain knowledge, product and service expertise, and awareness of competitors, pricing, and market-entry strategies.
• Work with technology vendors to understand their solutions and how they complement the organization's offerings.
• Execute solution sales and territory plans, develop account and opportunity plans, and use sales methodologies to drive opportunities to closure.
• Maintain accurate forecasts and close plans, identify client risks, and coordinate proposal and scope tracking with internal teams.
• Develop regular client check-ins and a process for securing stakeholder buy-in.

Experience and qualifications

• Seasoned success achieving and exceeding sales and financial goals, including technology or services sales and IT Managed Services experience.
• Seasoned solution-based selling experience with a proven record of sales overachievement.
• Experience selling complex data centre technology solutions and services to senior-level clients.
• Bachelor's degree or equivalent in information technology, systems, sales, or a related field.
• SPIN and/or Solution Selling certifications are preferred; relevant technology and vendor certifications are preferred.

Knowledge and attributes

• Build meaningful customer relationships, including with senior leaders, and deliver engaging sales presentations using a team-selling approach.
• Apply competitor knowledge, define sales strategy, and develop suitable sales solutions with a client-centric approach.
• Use negotiation, business acumen, and flexible problem-solving to meet targets and deadlines.
• Maintain accurate sales forecasts and close plans.

Workplace

• The posting explicitly identifies the workplace type as on-site working.