SLED Sr. Sales Executive - California

The ideal candidate NTT DATA is seeking has 7+ years of experience and strong relationships in State and Local government, possibly as part of the State or local government administrations, agencies or departments. Additionally, a strong understanding of Information Technology is highly desired as this position will be seeking to ultimately sell technology services and offerings to these entities with a primary role of generating, qualifying, and closing new business for the company.

Essential Duties and Responsibilities:

• Develop a pipeline of new business contacts and opportunities and conduct regular progress reviews with immediate leadership.
• Create account plans with detailed demand generation strategies for states, cities, counties and educational institutions (Public Entities) and a plan to grow existing relationships and expand to grow new relationships.
• Introduce other NTT DATA executive leadership to existing relationships and new contacts.
• Be intimate with the Public Entities budget processes, specifically understanding budget that is earmarked for Information Technology and bring opportunities forward and coordinate client meetings based on findings.
• Work months in advance to understand upcoming Requests for Proposals (RFPs), influence specific requirements where possible for the benefit of NTT DATA and bring to the pursuit process far in advance of the RFP issue date.
• Understand the different contracting vehicles available for all the Public Entities and work to ensure NTT DATA is on each vehicle where applicable. Promote these vehicles to prospects as a potential method to procure services without necessarily going through a formal RFP process.
• Develop a strong understanding of NTT DATA offerings for Public Entities and promote these to the Public Entities. Also learn about and establish relationships with other NTT Group entities and jointly work together to identify and close new business.
• Support pursuit and proposal delivery teams throughout the defined pursuit process as a team player, striving to assist the team however needed to execute the overall pursuit process.
• Work closely with Delivery groups and Marketing to support go-to-market plans and demand generation activities for vertical area.
• Work with vendor partners to jointly develop business opportunities and close new business.
• Contribute to NTT DATA’s knowledgebase of presentations, proposals, etc. and share sales tools that are re-usable for others.
• Update and maintain a detailed funnel of opportunities in Salesforce and provide status reports to ensure current visibility of activities, highlighting areas requiring practice area support and resource needs to meet sales objectives.
• Develops and executes goals and strategies within sales area. 
• Own the strategic direction and executive leadership their assigned territory or domain 

Job Level Specific Duties:

• Maintain a senior to expert level of knowledge about the SLED business.
• Sells primarily complex managed services, full IT Outsourcing solutions, application services and industry vertical solutions.
• Seek to be recognized as a thought leader on the industry, the NTT DATA business model and competitors.
• Interface and successfully influence multiple C-level executives within the customer organization.
• Sponsor and institutionalize new and innovative ways of working in teams to meet customer needs/sales objectives.
• Be guided by brand and NTT DATA overall sales strategies.
• Model organizational and industry standards in achievement of sales goals.
• Maintain contact at CEO, CIO, CTO, CISO, CTO, Executive Director and other key decision makers.

Minimum Experience:

• 7+ years of a strong understanding of Information Technology, ideally how it applies to Public Entities
• 7+ years in a consultative selling role able to identify and address client issues
• 7+ years C-Level selling and relationship building experience within the SLED Public Sector in California

Minimum Education and Certifications:

• Undergraduate degree or equivalent combination of education and work experience. 
• MBA or Graduate degree preferred.

Skills:

• Advanced Public Entities industry and service solution knowledge.
• Advanced understanding of customer’s decision-making process, goals, objectives and strategies. 
• Advanced business and financial acumen. 
• Advanced ability to assess potential sales opportunities and develop value propositions. 
• Advanced presentation and negotiation skills.

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