PC AI Sales Specialist

• Actively prospects within accounts to discover or cultivate solutions sales opportunities within area of technical specialty (in close cooperation with the account manager
• Manage sales pipeline
• Formulate and expand solutions to generate additional product or service attachments and up sell revenue
• Certain roles may also sell through the channel
• Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry
• Work with the client up to IT management level
• Contribute to building of the pipeline by generating leads and referrals and new customer opportunities within specialty area
• May focus on growing contractual renewals for small-to-mid size accounts with limited complexity, to higher-total contract-value renewals
• Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development
• Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization

• University or Bachelor's degree preferred
• Demonstrated achievement of progressively higher quota, diversity of business customer and higher level customer interface
• Detailed knowledge of key customer types or customers on given products
• Exposure to technical aspects of hybrid cloud, AI HW & SW
• Typically, 12 years advanced sales experience required
• In depth knowledge about product, service, solution and differentiators between own offerings and what competitor's offerings
• Applies specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility
• Use knowledge in specialty, and consultative selling skills, to proactively help customers with making IT business decisions
• Assesses solution feasibility from a technical and business perspective to determine 'qualify-in'/'qualify-out' status
• Solid communication and presentation skills within IT at the manager level
• Product demonstration, customer training, product installation skills
• Conceptualizes and articulates well-targeted solutions in area of specialty - product, service, solution -- from proposal to contract sign- off
• Have enough knowledge about a product, service or solution to be able to qualify a deal
• Negotiates profitable deals so that the company can expand opportunities based on the existing business and increase the company's footprint and revenue
• Opportunity prospecting as related to specialty area and in expanding existing client business, in order to generate leads/referrals to account team
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions

Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity

• Health & Wellbeing
• Personal & Professional Development
• Unconditional Inclusion