Principal Cloud

**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.

NTT DATA is looking for an experienced Azure Sales Specialist to join our Cloud Services team. This role can be based in Sydney, Melbourne, Brisbane or Canberra.

The Cloud Sales Specialist identifies new opportunities from a selection of existing accounts in addition to net new client acquisition, and presents solutions, value propositions, partner configurations, cost structures, and revenue models to the client that meet their strategic needs.

**What You'll Be Doing**:

- Identify and act on new sales opportunities within an account or set of accounts and work with the sales teams to drive them to closure.
- Pursue and land qualified leads identified by the client managers and other lead generation sources. Execute on the sales strategy and support the wider territory sales plan, defining own plan for the solution to ensure that sales target is achieved.
- Engage and interact with clients to uncover and understand client business goals.
- Support the closure of sales based on technology domain knowledge.
- Articulate the solution/deliverables that the client requires, as opposed to the products that they need to buy. Prepares and conducts client workshops and presentations and establishes relationships with multiple client stakeholders and secure deals with clients to achieve assigned sales quotas and targets.
- Use understanding of the client’s business and depth of knowledge on the technology-specific solution to personalize the recommended solution in line with the client’s need.
- Address the technology conceptual challenges during the sales process.
- Identify, assess and highlight client risks that could prove detrimental to the client’s organization and credibility.
- Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market. Contributes to the knowledge base of the company's solutions and services within a practice area or service area by sharing best practices with internal teams, as well as client teams.
- Uses sales methodologies and tools such as opportunity plans, and account plans to drive the sales process.

**What Would Make You a Great Fit?**:

- 3 to 5 years sales experience within the Azure Cloud ecosystem over the lifecycle of customer cloud journeys, including: migration, data and ai, security, marketplace, modernization, transformation programs and consulting.
- Advanced demonstrable experience of solution-based selling with a proven track record of sales over-achievement.
- Advanced demonstrable experience in selling complex cloud solutions and services to C-Level clients.

**Knowledge and Attributes**:

- Ability to work with Client Managers within NTT DATA to drive an Azure sales strategy within set accounts.
- Work with ecosystem partners such as Databricks, Snowflake to grow dominance in Data and AI.
- Ability to grow the Marketplace and Azure Resell business within NTT DATA.
- General understanding of the Microsoft's Funding mechanisms for Azure.
- Demonstrated success in achieving and exceeding sales and financial goals.
- Track record in developing and encouraging meaningful customer relationships up to senior leadership level.
- Advanced proficiency in delivering engaging sales presentations.
- Advanced proficiency in team selling approach.
- Ability to define sales strategy coupled with seasoned sales solution capabilities.
- Client-centric approach with ability to understand customer problems and find best-fit solutions.
- Flexible to adapt quickly to short, new missions or urgent deadlines.
- Advanced negotiation abilities to craft solutions that are beneficial to customers, partners, and organization overall.
- Close attention to maintaining up to date, accurate sales forecast and close plans.
- Strong business acumen.

**Academic Qualifications and Certifications**:

- Bachelor’s degree or equivalent in information technology/systems or sales or a related field.
- SPIN and / or Solution Selling certification(s) preferred.
- Azure Sales Certification e.g. Azure SMART Seller etc.

**Workplace type**:
**About NTT DATA**

**Equal Opportunity Employer