Principal Cloud Services Sales Specialist

Make an impact with NTT DATA
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NTT DATA is looking for an experienced AWS Sales Specialist to join our Cloud Services team. This role can be based in Sydney, Melbourne or Brisbane.

The AWS Senior Cloud Sales Specialist is a seasoned subject matter expert on AWS Cloud Solutions and primarily pursues, and lands qualified leads, across their assigned market segment.

The Senior Cloud Sales Specialist identifies new opportunities from a selection of existing accounts in addition to net new client acquisition, and presents solutions, value propositions, partner configurations, cost structures, and revenue models to the client that meet their strategic needs.

The Senior Cloud Sales Specialist works directly with clients at a variety of levels, as well as internal subject matter experts. This role leads the sales cycle end to end, by working with pre-sales architects to create the best solution design for the client, as well as building and developing excellent stakeholder relationships with new and existing clients, whilst developing new business channels and territories.

What You'll Be Doing

• Identify and act on new sales opportunities within an account or set of accounts and work with the sales teams to drive them to closure.
• Pursue and land qualified leads identified by the client managers and other lead generation sources. Execute on the sales strategy and support the wider territory sales plan, defining own plan for the solution to ensure that sales target is achieved.
• Engage and interact with clients to uncover and understand client business goals.
• Assert subject matter expertise in the AWS Cloud technology domain and industry providing a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients.
• Support the closure of sales based on technology domain knowledge.
• Articulate the solution/deliverables that the client requires, as opposed to the products that they need to buy. Prepares and conducts client workshops and presentations and establishes relationships with multiple client stakeholders and secure deals with clients to achieve assigned sales quotas and targets.
• Use understanding of the client’s business and depth of knowledge on the technology-specific solution to personalize the recommended solution in line with the client’s need.
• Address the technology conceptual challenges during the sales process.
• Identify, assess and highlight client risks that could prove detrimental to the client’s organization and credibility.
• Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market. Contributes to the knowledge base of the company's solutions and services within a practice area or service area by sharing best practices with internal teams, as well as client teams.
• Uses sales methodologies and tools such as opportunity plans, and account plans to drive the sales process.

What Would Make You a Great Fit?

• 3 to 5 years sales experience within the AWS Cloud ecosystem over the lifecycle of customer cloud journeys, including: migration, data and ai, security, marketplace, modernization, transformation programs and consulting.
• Advanced demonstrable experience of solution-based selling with a proven track record of sales over-achievement.
• Advanced demonstrable experience in selling complex cloud solutions and services to C-Level clients.

Knowledge and Attributes:

• Ability to work with Client Managers within NTT DATA to drive an AWS Strategy within set accounts.
• Work with ecosystem partners such as Databricks, Snowflake to grow dominance in Data and AI.
• Ability to grow the Marketplace and AWS Resell business within NTT DATA.
• General understanding of the AWS Funding mechanisms
• Demonstrated success in achieving and exceeding sales and financial goals.
• Track record in developing and encouraging meaningful customer relationships up to senior leadership level.
• Advanced proficiency in delivering engaging sales presentations.
• Advanced proficiency in team selling approach.
• Advanced knowledge of competitors and ability to apply competing successful sales strategies.
• Ability to define sales strategy coupled with seasoned sales solution capabilities.
• Client-centric approach with ability to understand customer problems and find best-fit solutions.
• Flexible to adapt quickly to short, new missions or urgent deadlines.
• Advanced negotiation abilities to craft solutions that are beneficial to customers, partners, and organization overall.
• Close attention to maintaining up to date, accurate sales forecast and close plans.
• Strong business acumen.

Academic Qualifications and Certifications:

• Bachelor’s degree or equivalent in information technology/systems or sales or a related field.
• SPIN and / or Solution Selling certification(s) preferred.
• Entry-Level AWS Certifications: AWS Certified Cloud Practitioner

Workplace type:

About NTT DATA
NTT DATA is a $30+ billion trusted global innovator of business and technology services. We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize and transform for long-term success. We invest over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies. Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation and management of applications, infrastructure, and connectivity. We are also one of the leading providers of digital and AI infrastructure in the world. NTT DATA is part of NTT Group and headquartered in Tokyo.

Equal Opportunity Employer
NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Join our growing global team and accelerate your career with us. Apply today.