Sales Executive III

• Develop a pipeline of new business contacts and opportunities and conduct regular progress reviews with immediate leadership
• Create territory 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
• Establish and maintain 4-5x pipeline coverage to quota
• 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 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
• Develop a strong understanding of NTT DATA offerings for Public Entities and promote these to the Public Entities
• Support pursuit and proposal delivery teams throughout the defined pursuit process as a team player
• 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
• Develops and executes goals and strategies within sales area
• Own the strategic direction and executive leadership their assigned territory or domain
• Maintain a senior to expert level of knowledge about the State, Local and Education Agencies in NY and the Northeast
• 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

• 7+ years of experience in consultative selling within the public sector
• 7+ years of a strong understanding of Information Technology, ideally how it applies to Public Entities for State, Local and Education Agencies
• 7+ years C-Level selling and relationship building experience within SLED in NY and Northeast
• Undergraduate degree or equivalent combination of education and work experience
• 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

Existing professional network with governments outside of the New York area in the greater Northeast