20 Oct
Altron
Woodmead
Title Solution Sales Specialist: Business Applications
Job Description
As a Solution Sales Specialist, you are responsible for managing the business relationships with Altron larger and smaller accounts that reside within the Enterprise team, responsible for engaging with number of accounts that Altron has selected and that you will be responsible for bringing on, in order to develop strategies that ensure strategic partnerships with these organizations to generate revenue across multiple financial years and across the full portfolio of Altron solutions and services.
You will be required to understand and anticipate customers' needs and ensure the necessary account strategies and activities are in place to achieve targets for the practice. Your understanding of your customers business, short- and long-term priorities, influencer and decision-makers and specific procurement processes will ensure you are the key point of contact for this account within the Altron business, and broader Altron Group. On a quarterly basis you will use this account understanding to align both internal support (Marketing and Practice Leads) and external support (Altron Group and Service Providers) to bring value to your customers and grow your account revenue.
The Solution Sales Specialist, will be entrenched heavily within their accounts across all functional areas and will show account success by generating revenue, increasing customer engagement to drive customer loyalty and highlighting Altron success within the account.
An Altron Solution Sales Specialist is constantly keeping up to date with technologies, industry trends and business news in order to constantly be relevant to their accounts.
Must have proven experience in selling Microsoft Dynamics
KEY ACCOUNTABILITIES / RESPONSIBILITIES
The Solution Sales Specialist has the key responsibility of acquiring new business and growing revenue in existing accounts. Specifically:
Business Acquisition (new and existing accounts) – external focus:
Working with a named list of enterprise accounts within their defined territory. You will be responsible for both developing new business, handling existing business and be continuously looking for expansion opportunities
A successful Solution Sales Specialist will consistently deliver ACV quotas, on a quarterly and yearly basis
You will be committed to consistently reach the numbers, and overachieve the number
Working with different resources within Altron to reach maximum account penetration, you will strategically work on account planning, market strategy and opportunity management
The aim is to grow Altron footprint within defined accounts across all competencies and nurture long term relationship
Negotiating pricing and business terms with large commercial enterprises by selling value, and being able to engage with our different business areas
Leveraging and collaborating with our KAM, pre-sales and consulting services teams, in-house as well as our partner services resources, to best position Altron’s offering in the market
Identify potential and existing customers, understand their needs and challenges and provide the appropriate Altron solutions to meet those needs.
Customer solution selling focus across all Altron competencies and service lines
Work closely with Marketing and Business Unit teams to ensure professional delivery focused value-based selling
Grow strategic alignment with customers (medium to long term focus) and update Altron Business Leads on the progress of this
Demonstrate the business value of Altron solutions and software across all business lines and roles within your customers
Sales Excellence (internal focus):
Solution pricing – working closely with pre-sales resources and Business Unit Leads in each competency for accurate and competitive pricing
Proposal preparation – quality, professional proposals as defined by Sales Excellence
Proposal submission
Work with consulting services delivery team to ensure seamless transitioning from sales to delivery
Meet your ACV targets by building a strong pipeline and accurate business forecast
Working closely with your Territory Lead and Sales Excellence you will effectively and accurately report on pipeline and forecasts in line with business requirements
Using our sales methodology and processes effectively, which will support you from prospect to closure, leading you to success in your role
Capture specific opportunity and customer intelligence into the Altron CRM system
Provide evidence of Altron success to your customers (and the broader Altron team) – provision of blogs and case studies
Being a strong ambassador of our brand,
through your internal and external interactions
QUALIFICATION REQUIRED:
Grade 12 and relevant Diploma advantageous
EXPERIENCE REQUIRED:
8 + years hands on experience in the below:
Strong and proven experience in new business development and account management within a Consulting Services environment
Proven experience in commercial contracting with customers (using creative problem solving / techniques)
Enterprise selling experience in a B2B environment
Strong executive presence and polish, comfortable with working at the C Suite
Unshakeable and genuine understanding of the importance of forecasting commitments and forecasting accuracy
Consistent track record of sales success and knowledge with prospects and customers in the territory
Relevant technology experience
SKILLS SPECIFIC TO THE ROLE (KNOWLEDGE OF TECHNOLOGIES OR METHODOLOGIES)
SKILL and IMPORTANCE
Microsoft CRM (Internal use) - Advantageous
Microsoft Powerpoint - Non-negotiable
Presentation Skills - Non-negotiable
Client Needs Assessment (whiteboarding) - Non-negotiable
Microsoft Office - Non-negotiable
MINDSET / BEHAVIOUR - DESCRIPTION
Customer Focus - Investigates and takes action to meet customers’ current and future needs
Negotiation and Conflict Management - Negotiates or mediates sound agreements in business or organizational situations where there is disagreement or difference in interests
Action Oriented - Pursues work with energy, drive, and a strong accomplishment orientation
Dealing with Ambiguity - Works effectively in situations involving uncertainty or lack of information, and responds flexibly to change
Integrity and Trustworthiness - Behaves according to high ethical business principles and values
Drive for Results - Continually focuses on achieving positive, concrete results contributing to the company’s business success
Closing sales opportunities successfully
Communication Skills - Writes, speaks, and presents information effectively and persuasively across communication settings
Self-Development - Embraces a philosophy of life-long, on the job learning – always checking in on the latest and greatest. Actively seeks to understand his/her own strengths and weaknesses and works continuously to improve
Empathetic - Open minded, inclusive, kind, empathetic and willing to help others raise their game
High EQ - Understands that speaking her/his mind requires equal parts brains (what to say), thoughtfulness (when to say it), and caring (how it’s said)
Grit - Deploys multiple strategies to overwhelm the problem with resources
Thinks creatively, and leverage other people’s good ideas
High Moral Code - Always does what’s right
Humble - Self-reflective and open to coaching
Representing the Company - Projects a positive and professional image of the Company in all contacts
Education National Certificate Level 4 (N4) / Grade 12 (Required)
Languages English
▶️ Solution Sales Specialist: Business Applications
🖊️ Altron
📍 Woodmead