Snr Sales Specialist

Key Requirements:

• Experienced Services Seller (5 to 10 years), ideally from a Commercial IT Services Provider
• Demonstrable achievement of large services sales targets and deals signed in EUC, Cloud and Infra Services towers of service with a specialisation in one or more
• Cross Industry in key accounts plus mid-market
• Experienced in matrix type organisation, working with the client sales team to shape, propose and sign single tower or multi tower deals
• Specialisation in at least 1 area - EUC, Cloud and Infra Services
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Role:
• Analysing client’s business, goals, strategies, industry trends and directions to develop compelling value propositions for the client that result in a win. Building, positioning, and capturing opportunities.
• Formally engages and leads multidisciplinary teams in developing complex solutions for specific client opportunities and in developing client deliverables such as a Requests For Information (RFI), Requests For Proposal (RFPs), and Statements Of Work (SOWs) or presentations.
• Developing the financial solution for a deal based on client requirements and the competitive marketplace while ensuring BCX meets its business and financial goals.
• Making decisions on the components that drive the deal strategy, managing possible trade-offs such as using partners, to win the contract, with overall responsibility for the final winning proposal to the client.
• Leading client negotiations to market proposed solutions to senior client executives, including Chief Executive Officer (CEO), Chief Financial Officer (CFO), Chief Information Officer (CIO), Boards of Directors, and Evaluation Committees; conducts customer negotiations and resolves complex contract negotiation issues at the senior executive level
• Candidates are required to have an understanding of the client goals, strategies, industry trends and directions.
• The candidate has successful prior experience in a client solution sales role.