Sales Specialist (Next-Gen Data Center)

The organisation

Headquartered in Johannesburg, South Africa, Dimension Data was founded in 1983 with one straight forward objective,‘ to do great things.’ Getting our start alongside the invention of networked communications, we offer specialized IT services and solutions that help our clients plan, build, support, and manage their IT infrastructures. With a truly global presence spread across the Middle East & Africa, Europe, Asia-Pacific, Australia, and the Americas, we now find ourselves positioned at the forefront of ICT, cloud, and IT outsourcing in 58 different countries. Additionally, our extensive network of international partners extends our presence to 114 other countries around the world.

To achieve our goals, execute our strategy, and deliver a fantastic client experience, we need people with a certain set of values: people who care deeply about their clients; people who think and act in a client-centric way every day.

The position

As a Sales Specialist for Next Generation Data Centre, your primary responsibility will be to promote Dimension Data’s solutions and services in such a way that is accessible by different client stakeholders with different levels of technical expertise. In addition to this you will demonstrate Dimension Data’s capability and experience in the Datacentre arena – thereby creating more depth in current client accounts, and identifying opportunities for new accounts.

You will be responsible for selling across the entire Next Generation Data Centre portfolio including (but not limited to); Public, Private and Hybrid cloud solutions, hosted Microsoft applications, Dimension Data’s “OneCloud” reseller cloud service, DC professional services, Managed Services for Data Centre (MSDC) incorporating data storage/protection, storage management and consolidation, virtualisation, automation, converged infrastructure and provisioning.

Tasks & responsibilities

You will have the ability to assimilate detailed knowledge of the Datacentre solution and services, including the usage thereof and in this capacity we will require you to deliver on the following:

Analyse and understand client needs

• We will need you to use probing questions and a conversational approach to explore and uncover the client’s needs.
• Using your commercial acumen and your understanding of the client’s business and your depth of knowledge on the Datacentre solution and services you will personalize the recommended solution in line with the clients need.
• You will be required to have the client’s agenda in mind and relate Dimension Data’s offerings to enable the buyer to visualize their need satisfaction, goal achievement and problem resolution.

Achieve sales

• You will realise revenue and margin targets and exploit opportunities, whilst displaying notable client service orientation.
• Conduct business conversations with the client that are solution usage and results orientated, focusing on why the offering is needed and how it can be used to meet the client’s needs.

Generate demand

• Evaluate and consider opportunities as a potential buy and discern when to withdraw from the sales engagement and when to pursue it.
• Prospect for new opportunities within an account, asking tough qualification questions to best understand the client’s need and Dimension Data’s ability to meet this need.
• Leverage your specialist skills and knowledge of technology solutions and services to assist and influence the client at every stage of the buying cycle, and to position Dimension Data favorably compared to competitors.

Contribute to lead generation

• Identify potential clients in the target markets and gather intelligence on these clients to identify the best holistic strategies to approach and convince them of the Dimension Data value proposition.
• Act as “hunters” and own and drive Next Generation Data Centre sales opportunities on behalf of the Account Manager.

Assist with business development activities

• Drive and own generation of new business, including new logo business for Dimension Data.
• Research target market requirements, by establishing the key business drivers, determining the barriers to entry and identifying the key competitors.
• Assist with the compilation of target market penetration strategies and estimate the size of the opportunity in the short, medium and long term, contributing to opportunity qualification.

Candidate profile

• Degree in aTechnical disciplinewould be advantageous
• At least 4 years’ sales experience working in a large IT company as a Data Centre / Cloud Sales Specialist
• Relevant vendor certifications would be advantageous
• Thorough experience in Datacentre products and understanding of industry best practices
• Proven sales and client engagement experience
• Demonstrated experience in building and managing working relationships with key vendors, e.g.NetApp, Cisco, EMC, vmware etc

Key abilities required:

• Knowledge and understanding of IT industry environment and business needs
• Knowledge of solutions capabilities and how the solution is designed to be integrated into the client environment
• Interpersonal skills with the ability to develop and maintain solid stakeholder relationships
• Strong communication skills (verbal and written) coupled with good questioning skills
• Sound client engagement skills and the ability to recognise opportunities for future business within an account
• Assertive in approach coupled with confidence in area of expertise and the ability to facilitate business conversations
• Exhibit growing knowledge and passion for area specialization
• Good client relationship building and engagement skills
• Ability to persuade, negotiate and influence key stakeholders
• A go-getter with the ability to work in high-pressure situations

Non-negotiable for us:

• You need to stay current with market trends and have an excellent understanding of business objectives and our client’s requirements.
• You need to be service orientated and have the ability to create client value whilst maintaining profitable business results for Dimension Data.
• Finally, we care about our clients, our colleagues, and the environment and we want you to do the same.

Interested?

You are requested to apply to this position by using the form below.