Solutions Sales Specialist - NCR Corporation - Sydney

Job description
Position summary & key areas of responsibility:

• Positions primary responsibility is to provide subject matter expertise and support to the field sales organization to complete the sale of solution offerings by understanding the customer needs and/or problems and then targeting the appropriate solutions
• This person is responsible for selling comprehensive suite of services including (but not limited to) following:

 Service Offerings:
 First Line and Second Line Maintenance Services
 Managed Services
 Technology Migration/Consolidation Services
 Operations Transformation Services
 Customer Experience Transformation & Business Transformation Services
 Build-Operate-Manage Services
 Planning, Project Management, Design, installation and commissioning, re-location services

• Position is responsible for creating a winning approach that highlights NCR's unique capabilities in solving the need or problem at hand; Consulting approach is used to build solid customer relationships whereby the incumbent becomes a credible and consistent source of expertise within the account; Articulates solutions in terms of ROI to the client
• Targets global accounts at senior and executive levels; Secures funding for future initiatives at the executive level
• Position will work with a number of technical support resources and solution architects in the creation of proposals and delivery plans, position must therefore develop a successful working relationship with the support teams so that successful handoffs can take place and problems/issues can be proactively identified and solved
• Responsibilities include Identifying customer's business needs and customer's power structure; Defining winning strategy; Assessing NCR's capabilities to deliver; Assessing solutions fit and determine gaps; assessing risk involved and defining contingencies
• Responsibilities include determining regional impact (Multi-National Accounts), Proposal creation, Establishing bid/project team as needed, Establishing bid strategy, Determining Terms and Conditions (incl. pricing) with CS operations or other support teams, Reviewing proposal before submission, Presenting proposal to internal Bid-Review team as needed and obtaining approval, and Presenting proposal to customer
• Role required to negotiate terms and conditions with customer within approved guidelines; Obtain legal authorization from customer to deliver on approved contract; Submit contract to appropriate WFO F&A and service delivery teams; Assure all service assumption requirements are made
• Role required producing Win/Loss Report, Engage in post-sales activities; Act as escalation point for roll-out issues; Revisit projects and detecting new opportunities to grow wallet share; Assist Account Support Manager in renewal situations as needed; Engage in sales management activities; Implement activities required for Area Readiness to Sell (ARS); Maintain sales funnel
• Position will maintain a personal order quota as part of their assigned objective, which may include multiple elements including at a minimum an individual assigned quota and possibly shared quota and split quota

Desired Skills and Experience
Basic qualifications:

• Bachelor's Degree 5-10 years of related experience
• Knowledge of the financial services industry
• Experience working in team-oriented sales approaches

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