Client Manager Solutions - Network Infrastructure
dimension data
Hong Kong, Hong Kong
5天前

Client Manager Solutions - Network Infrastructure

Looking for the next step in your career? Enjoy a challenge? Do you have an ambition for innovation? Want to make a difference?

If you join our growing global team, you’ll be working for an industry leader with offices across five continents, in over 47 countries and more than 28 000 employees.

You will work with some of the leading world brands across the Fortune 100 and Fortune 500 companies who are all relying on Dimension Data to help them use the power of technology to achieve their ambition in this digital era.

You’ll be part of a team who’s passionate about making a difference to the way technology shapes how we live and work whether it’s protecting the rhino, connecting the G20 Summit, or revolutionising cycling, giving you the opportunity to do great things.

You’ll be joining a Global Top Employer, recognised for investing in talent because people are at the heart of our success.

You provide the skills, passion and ideas, and we’ll provide the platform to realise your ambitions.Great talent. Great teams.

Great work. Great opportunities.

Want to be part of our team?

The Sales Specialist Pooled Accounts is responsible for promoting focused practice area or service area solutions and services to drive business expansion within assigned accounts in segments 3 and 4.

They do this in such a way that is accessible to different stakeholders with different levels of technical expertise. They work across accounts and verticals with the aim of selling these solutions and services.

They demonstrate Dimension Data’s capability and experience in the relevant specialist areas resulting in the creation of more depth in current client accounts.

The Sales Specialist Pooled Accounts is primarily responsible for assisting the Client Managers with identification of solution or service specific opportunities by qualifying current needs and effectively articulating how Dimension Data can add value through its available solution offerings.

They are experts in a specific solution area or service area, although have a broad level of knowledge across multiple different solutions areas (domains).

Primary Segment Focus

  • Existing clients
  • New clients
  • Sales Process Involvement

    Client Load

  • Existing : 25 - 50
  • Pre-sales : 15%
  • Engaged selling time : 50%
  • Sales completion : 20%
  • Sales Facilitation : 15%
  • Solution Focus

  • Primary : Specialist in one of the following areas : CX and Digital Workplace, Digital Infrastructure, Cybersecurity, Digital Business Solutions, Services
  • Sales Strategy with Buyers & Products

  • Existing : Penetration (new / different products)
  • Stakeholder Engagement

  • Internal : Client Managers and Territory Client Managers
  • External : Clients, vendors
  • Sales pursuit

    Comes prepared to client meetings with understanding of the target audience and the DD solutions or services that can reach that audience.

    Uses various opportunity tools (e.g. strategic opportunity plans) to clearly define expected ROI of a solution in order to develop trusting relationships.

    Able to co-create solutions with LoB buyers. Prepares and runs negotiating meetings to achieve an objective. Maintains a neutral distance from conflicts that arise during negotiations.

    Independently negotiates opportunities and creates proposals that exceed client expectations. Can present solutions and close deals with little internal DD help.

    Understand right time to close by identifying buying signals. Identifies areas for improvement in closing deals. Proactively pursues training and development.

    Understands and states expectations of all of the roles involved in the opportunity and how they work together in the sales process.

    Holds internal planning sessions before each client visit.

    Client management

    Builds relationships quickly with high-value prospects and existing clients. Communicates with clients in a proactive and timely manner.

    Can demonstrate strong relationships with 1-2 IT buyers and each client.

    Solution knowledge

    Shows strong knowledge of all DD offering value propositions and leads high-level conversations of these value propositions to IT and LoB buyers.

    Matches solutions to stated client value drivers. Show understanding of cross-brand value propositions. Understands all DD solutions and competitive offerings and can differentiate between DD and specific competitor offerings.

    Shows advanced understanding of changes in technology and can answer questions in the moment about new developments. Can suggest partnership services offerings across multiple solutions based on client needs.

    Identifies clients with managed services potential and creates services opportunities by building business case to present to IT and LoB buyers.

    Matches a solution to a DD story / use case for the majority (3-4) of solutions. Brings in other DD internal resources for expertise in other solutions.

    Resource optimization

    Increases internal network to include strong relationships with other DD teams and some other internal business functions (accounting, marketing, sales leadership, etc).

    Can differentiate between the characteristics of effective and dysfunctional teams. Identifies when team is not working well and creates a documented plan with clear items to steer the team back in the right direction.

    Has strong working relationships with partners to provide support to clients. Understands how to identify the correct partners and how to use partner resources to increase DD sales volume through vendors.

    Proactively reaches out with to help align DD resources to develop team. Develops others by setting expectations, providing feedback and identifying learning opportunities. Motivates others.

    Business acumen

    Understands and work toward most critical success factors for a healthy pipeline (e.g. win rate, client buying process).

    Holds at least bi-weekly opportunity pipeline review meetings with his / her manager. Proactively builds and executes gap plans if pipeline predicts low sales target achievement.

    Can successfully identify commercial architecture opportunities. Can independently create high-level commercial architecture models.

    Relies on help from other internal DD roles only for very complex solutions. Understands existing contracts, new contracts that may materialize and what defines a typical contract.

    Relies on help from other internal DD roles only for very complex contracts. Shows adaptability to changing demands and deadlines.

    Work Outputs

    Service Level Agreement Management

    The primary focus of this position is to promote business unit focused solutions and services to drive expansion with the existing assigned accounts in segments 3 and 4.

    This role is responsible for leading negotiations of client deals and internal account management teams to enable the conclusion of the deal.

    The Sales Specialist Pooled Accounts efficiently handles client and partner inquiries related to quotes, pricing, co-terming, upselling in line with the service level agreement.

    They work closely with the Client Managers to identify domain specific opportunities by qualifying current needs and effectively articulating how Dimension Data can add value through its products and services solutions offerings.

    Relationship Management

    The Sales Specialist Pooled Accounts is required to foster relationships with BU specific client key stakeholders and vendors, and deepen solution knowledge.

    This role works closely with Client Managers and Territory Client Manager, when the prospect opportunity requires specialist assistance.

    Service Knowledge

    The Sales Specialist Pooled Accounts uses in-depth knowledge of domain specific solutions to recommend customised solutions in line with the client’s needs.

    They contribute to Dimension Data’s domain specific solutions and services knowledge base by sharing best practices implemented to satisfy the client’s needs.

    Information Management

    To ensure the execution of the appropriate solution required by the client, the Sales Specialist - Pooled Accounts is accountable for capturing information related to the client regarding sales activities on the sales tools available.

    Need Analysis

    These individuals are able to use probing questions and a conversational approach to explore and uncover the client’s needs.

    The Sales Specialist - Pooled Accounts is commercially minded and will use their understanding of the client’s business and their depth of knowledge on the specific solution or service to personalise the recommended solution in line with the clients need.

    They demonstrate capabilities (features, advantages and benefits) at a detailed level, offer unique perspectives and align insights to key client priorities.

    These insights are tied back to Dimension Data’s unique differentiators. They influence the client’s choice to do business with Dimension Data, by pre-

    empting stakeholder objections and pushing the client to a favorable outcome. This employee has the client’s agenda in mind and can translate this agenda into Dimension Data’s offerings to enable the buyer to visualise their need satisfaction, goal achievement and problem resolution.

    The Sales Specialist - Pooled Accounts considers the availability of critical skills, industry compliance and risk to the client in combination with the service delivery and solution that is crafted.

    Achieve sales

    They aim to realise revenue and margin targets and exploit opportunities, whilst displaying notable client service orientation.

    These employees will ensure that useful solutions are discovered based on the client’s agenda and not their own opinion.

    They are able to 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.

    Sales Specialist - Pooled Accounts will work according to the buyers’ deadlines to ensure that the buyers’ needs are always met.

    They contribute to the pre-sales process by working with Architects to create the best solution design for the client. They work closely with vendors to understand their strategies for solutions and services, can articulate the roadmap, and associated impacts for clients.

    Generate demand

    Sales Specialists - Pooled Accounts evaluate and consider opportunities as a potential buy and are able to discern when to withdraw from the sales engagement and when to pursue it.

    They will 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.

    They are able to generate demand by assisting clients to identify current needs (turning clients’ implied needs into explicit needs), and then effectively articulate how Dimension Data can add value through our services and solutions.

    They leverage their 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. They have the ability to influence and work closely with vendors, partners and internal employees to achieve the required results.

    They understand the competitive environment and can effectively pursue and select specific deals that will have a profitable result for Dimension Data, by displaying knowledge of how the client’s opportunities aligns with Dimension Data’s strengths, the urgency drivers for the client and the client’s current relationship with Dimension Data.

    Next career steps

  • Sales Specialist Assigned Accounts
  • Education Required

  • Degree in Technical or sales field
  • Relevant vendor certifications would be advantageous
  • Work Experience Required

  • At least 4 years’ sales experience working in a large IT company
  • A good understanding of the vast range of IT operations and Dimension Data service offerings
  • Thorough experience in specialist (focus area) products and understanding of industry best practices
  • Demonstrated experience in working closely with a variety of relevant vendors
  • Proven sales and client engagement experience
  • Demonstrated business development experience with requisite understanding of relevant markets and market penetration strategies
  • What would make you a good fit for this role?

    Join our growing global team and accelerate your career with Dimension Data. Apply today.

    Diversity in Dimension Data

    Dimension Data is an equal opportunity employer with a global culture that embraces diversity. All qualified applicants will receive consideration for employment and will not be unfairly discriminated against on any arbitrary ground including race, colour, sex, religion, national origin, veteran status, disability, gender identity, sexual orientation, or other protected category.

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