Software Sales Category Director

at  NTT Data

MAKE AN IMPACT WITH NTT DATA

Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion – it’s a place where you can grow, belong and thrive.

KNOWLEDGE, SKILLS AND ATTRIBUTES:

Deep knowledge base on industry verticals as well as managed solutions and services with specific emphasis on;

• Datacenter, Networking, Security and other key architectures
• Software including Virtualisation, Orchestration, Automation
• Technology and Service adjacencies including but not limited to Cloud, Datacentre, Security, Edge, IoT, OT, Automation, AI Ops, DevOps
• Well-developed management and leadership skills and ability to think at a tactical strategy level
• Strong written and oral communication skills
• Strong interpersonal skills with the ability to engage with a variety of stakeholders at different levels
• Analytical skills - ability to take the sales numbers and analyze them to find weaknesses in the system, cost-saving opportunities and redundancies.
• Solid business financial skills. Demonstrable ability to perform cost benefit analysis and manage the budget of a team.
• Good business negotiation skills, influence, conflict resolution, and political savvy
• Display excellent presentation skills, are innovative and have a formidable client orientation aptitude
• Resourceful and confidently handles pressure in critical situations, ensuring at all times that client requirements are met
• Have knowledge in services industry, service delivery models, process improvements, consumption models and multiple offers and GTM solution areas
• Good knowledge in core technology offer artefacts, techniques, demos, tools and deliverables
• Empathy and ability to understand customer viewpoint and customer service
• High achieving, ambitious, and results-oriented
• Innovative, generating original solutions and lots of ideas
• Decisive and comfortable making decisions quickly

ACADEMIC QUALIFICATIONS AND CERTIFICATIONS:

• Tertiary level – bachelor’s with moderate experience; or post-graduate degree with some experience in a leadership and management capacity
• Certification and working knowledge of ITIL, Service Management and Integration
• Certified Professional Sales Person (CPSP)

EXPERIENCE REQUIRED:

• Experience with and understanding of the deliverables and value proposition of Software within a product marketing context
• Experience in coordinating sales individuals within a similar industry, dealing with a full portfolio of services
• A good understanding of the vast range of IT Service Management and operations
• Proven client engagement and consulting experience coupled with solid experience in client needs assessment and change management
• Demonstrated experience in relevant services and products and understanding of industry best practices
• Proven sales and client engagement experience
• Good vendor relationship management to ensure an understanding of the vendor’s products business and services positioning
• Experience with SAFe/Scrum/Agile methodology (scale agile framework enterprise)
• Business development and pre-sales experience
• Deep technical background
• In depth knowledge and understanding of IT industry environment and business needs, combined with strong understanding of business process, sales methodologies, tools and processes
• Experience as a people and resource manager
  Workplace type:
  Hybrid Working

KEY ROLES AND RESPONSIBILITIES:

• Identify market and client needs related to Software in the region and/or country.
• Develop detailed plans, goals, measures and reporting linked to driving sales execution across the portfolio, and complimentary partners eco systems.
• Contribute to the regional development of the Group Services Product, Managed Services portfolio vision and roadmap.
• Increase region’s adoption to global services, standards, and service architectures.
• Act as the interface between region GTM Sales Directors, Client Partners in the country, and region Product Development teams.
• This role may involve management of Client Partners (sales overlay specialists) in the regional and country Software teams, attracting top talent and instilling a performance and winning culture.
• Own Software profit and loss, including revenue and operating profit and related TCV GP of Software bookings.
• Responsible for the co-ordination of the activities of their sales teams, identifying target markets and accounts, and setting and measuring performance targets.
• Guide their teams to deliver the best business outcome, ensuring a favourable price and protecting margins.
• Plans and organises multiple work outputs by assigning priorities, continuously reviewing objectives and goals, and driving improvements and change where necessary.