Data Centre Solutions Sales Specialist

3 weeks ago

London, Greater London, United Kingdom Telstra Full time
Job TitleData Centre Solutions Sales Specialist

Job Summary

As a Data Centre Solutions Sales Specialist at Telstra, you will play a key role in growing the Data Centre portfolio for the Enterprise Growth Office, Global Enterprise team. You will be responsible for maintaining and building strong relationships with our data centre alliance partners globally, leveraging your excellent communication skills to present, assert and speak to different stakeholders across our customer's organizations.

You will provide a sales function to Telstra clients with a strong technical understanding to be able to translate business drivers and needs, along with subject matter experts, into technology solutions. This will be through the use of a consultative sales process that requires communicating at all levels of management and the ability to understand and model business cases including financial considerations.

Additionally, the purpose of the role is to contribute to enhancing our offerings to capture market share, innovating to ensure we are capitalising on technology and market changes, and leveraging services to differentiate our approach in market.

You will collaborate with key customer accounts, vendor partners, as well as Telstra leadership to drive clarity of product and services specifications, and the development of key go-to-market offerings leading to sales-team enablement and standardised processes.

You will have a specific skillset covering Data Centres and Data Centre technology, preferably with knowledge of Hybrid and Public Cloud, acting as a Technical Sales Specialist.Key Responsibilities

Business Development and Accelerating Sales:

  • Develop interest with clients, assisting the sales team to differentiate Telstra value with consultative selling to shape and influence client initiatives. Key elements to this are:
    • Ability to articulate across several core domains, primarily focusing on cloud-based contact centre technologies
    • Assist the sales teams qualify, build and close opportunities leveraging consulting to deliver differentiated value to clients
    • Lead shaping client thinking & direction through strategy and business optimization consulting
    • Contribute to build the pipeline and accelerate sales leveraging consulting for both direct business and pull through business
    • Develop and maintain relationships with partners.
    • Excellent communication, presentation skill with ability to build relevant, vertical specific messaging & driving consultative sales.
    • Ability to engage with CXO, CIO on Use Cases for Pre-sales / Sales Conversations, communicating business value, discussing buying processes etc.
    • Proven track record of excellence in sales, client happiness, & teamwork.
    • Business forecasting, pipeline development skills.

Pre-Sales:

  • Strong technical sales and consultative selling skills in Data Centre and Data Centre Solutions.
  • Great communication skills with technical and business stakeholders to quickly understand the problems from customer and able to drive solutions for customers.
  • Develop solution proposals and articulate the design and approach rationale.
  • Work with SME's to develop Professional Services effort estimates and Statement of Work development.
  • Can articulate the "Why Telstra" proposition with strong presentation skills
  • Relationship retention and/or development with Alliance partner Specialist Sellers, Partner Manager and Sales Leaders.

Technical:

  • Strategic vision for Data Centre requirement
  • Strong background in data centre technologies, including Colocation services, Data Centre connectivity and fabric services
  • Strong knowledge of Hybrid Cloud solutions, data centre private cloud
  • Understanding of public cloud
  • Experience in designing solutions
  • Manage relationships with senior level technical personnel and decision makers
  • Demonstrate the value of a product and/or service technology to advance customer business objectives
  • Provide insight and thought leadership to customers concerning applicability of highly complex products and services
  • Act as a technical resource for the sales organization to help meet and exceed their objectives

Key Attributes:

  • Passion for technology and self-development
  • Contributes ideas to enhance proposed solutions and Telstra service offerings
  • Easy to work with, instilling a positive and proactive attitude
  • Dynamic, flexible and contactable

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