Job Description :
Client 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.
Develops long term sales pipeline to increase the company's share within one specific client in Telecommunications industry
Focus on Digital Transformation Solutions and relationship development with Managed Services and R&D, specifically in Sweden.
Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
Provide support to the Account managers.
Set direction for business development and solution replication.
Creates and grows reference customers.
Sell complex products or solutions to customers on a partnership basis.
May act as a dedicated resource to a few strategic accounts.
Services specialists may also be responsible for selling small outsourcing deals.
For Services Consultants : Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals.
Establish a professional, working, and consultative, relationship with the client, 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.
Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.
Education and Experience Required :
University or Bachelor's degree; Advanced University or MBA preferred.
Directly related previous work experience.
Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
Prior selling experience includes multiple, diverse set of selling responsibilities.
Viewed as expert in given field by company and customer.
Considered a mentor of selling strategy, including designing strategy.
Typically 7+ years of related sales experience.
Experience and network in the telecommunications market in Sweden
Project management skills required.
Fluency in Swedish
Knowledge and Skills :
Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.
Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
Understands the leverage of services as part of strategic portfolio of products.
Promotes services as part of all strategic opportunities.
Maintain knowledge of industry trends, associated solutions, and key partner / ISV solutions.