Job Description

1. Role Purpose

    

   The Sales Specialist will actively prospect and manage an assigned account to identify customers business need/challenges and propose technical solutions that support growth and long-term business relationships.

    

   Responsibilities

    

   • Maintain technical proficiency on offerings for Application Modernization industry, and knowledge of the competitive landscape, industry trajectory and prevailing market trends.
   • Translate business’ need to technical requirement; using technology to resolve business challenges.
   • Plan, build, and nurture relationships within assigned accounts/prospects as a trusted advisor and provider of choice.
   • Responsible for the identification, contact, qualification and development of qualified new accounts and opportunities
   • Lead coordinated sales approach with extended sales team members (Presales Technical Consultant, Customer Success, Commercial Management, Sales Operations, etc.) to drive opportunities to closure.
   • Manage inbound leads from Marketing and Partner/Alliance channels with timely engagement and response to inquiries to drive opportunity conversions.
   • Serve as single point of contact for and work with Sales Account Manager to coordinate activities around inbound opportunities.
   • Serve as interface between Sales Account Manager to set up and manage customer responses.
   • Meet and exceed sales target by building sales pipeline of qualified opportunities, articulating value proposition, and delivering a winning proposal.
   • Methodically log/track customer interactions to produce regular activity reports and maintain opportunity pipeline to provide accurate forecasts.
   • Conduct regular business reviews with customers to identify and develop new sales opportunities.
   • Develop account plans that are focused on maintaining/growing accounts by researching and developing an understanding of the customer business and organizational landscape.
   • Contribute to customer contract renewals and negotiations to reduce churn.
   • Facilitate ongoing customer relationships to provide exceptional internal and external customer service and timely resolution of customer issues.

Qualifications

Requirements

• Degree in Engineering or related field with at least 8 years of working experience preferably in the government sectors, telecommunications, IT, or technology fields.

• Good understanding of technology trend and ecosystem in the application modernization industry. Familiarity in areas such as low code/no code platforms, business process automation, robotic process automation, SaaS integration.
• Experience in ServiceNow is mandatory. Additional experience in Nintex/K2, SharedPoint, Workato, OutSystems, Monday.com will be an advantage.
• Strong solution selling and relationship management skills. Able to develop relationships from cold calling or networking activity.
• Proficient at planning and executing account strategies and maintaining effective long-term business relationships with key decision makers.
• Able to create sales pipeline and effectively forecast sales cycles.
• Able to work across teams to deliver high quality solution proposals and perform work effort estimation.
• Able to operate in a fast moving and dynamic environment with strict deadlines.
• Fluent in written and spoken English is highly preferred.