T00155 Technical Sales Specialist

Job Purpose
Deliver incremental business growth through the sale of TSG approved products and services in line with the individual fiscal targets.  Operate across team and clients to ensure consistent and collective sales performance in conjunction with the Account Director/Account Manager community.  Contribute to wider Business Development function through contribution to the effective management of suppliers, product strategy and campaign marketing
Contribute to wider Business Development function as follows:
85% time spent driving sales effectiveness and performance
5% time contributing to active supplier engagement and management
5% time providing market and product direction guidance and insight
5% time contributing to identification, segmentation and key messaging for marketing campaign program
Duties and Responsibilities

Achievement of aggregate team target as defined throughout the year
Responsible for individuals’ performance and target over-achievement
Active participation within key clients and supporting Microsoft Senior Specialist’s with larger or more
complex solutions
Participate in the Enablement of Microsoft specialist teams through handling of escalations, information dissemination and shared learning
Work closely with Microsoft Product Leader and RFS to qualify and validate technical solutions
Demonstrate an in-depth knowledge of TSG Microsoft product portfolio
Possess working knowledge of Application, Technical and Telecom portfolio in support of integration and convergence developments
Possess a sound knowledge of the competitive landscape in Application, Technical and Telecom
Engage TSG clients and prospects in a consultative manner to identify and advise suitable product solutions and propositions
Demonstrate a sound knowledge of TSG Guru methodology
Provide timely and accurate forecasting throughout the month and quarter
Proactive pipeline generation and ADAM generated pipeline qualification
Build and maintain a qualified pipeline in accordance with aggregate targets and conversion levels
Effective and accurate use of TSG CRM system as an integral component of the sales and business
Professional skills including a solutions based/consultative approach to understanding clients’ needs, pain monetisation, compelling event discovery, controlling the sale and effective negotiation Presentation skills – written and verbal articulation
Effective planning and time management
Strict adherence to TSG’s sales process, governance and instructions for sales
Possess a high degree of self-awareness and appetite for personal development and improvement
Actively seek coaching, input and guidance from management and colleagues
Contribute to product silo future direction and strategy through understanding and awareness of key market and product developments
Contribute to Marketing Campaign program through effective messaging, target client segmentation and needs awareness
Effective collaboration with TSG Marketing and supplier marketing to support the campaign process

Knowledge, Skills, Experience and Behaviours
Your qualifications
Min 3-years Business Development experience.
Min 3-years consecutive over-achievement against individual targets
Your Skills and Knowledge
Strong problem solving skills.
Excellent listening, verbal and written communication skills. Excellent organizational skills.
Ability to build rapport and good working relationships with key stakeholders.
Commercial awareness and a broad understanding of business issues. Needs based sales methodology; solution or consultative selling.
Proactive and highly organized with strong time management and planning skills and proven ability to
Your experience
Have minimum 2 year experience in either customer facing or desk based Microsoft sales position
Demonstrate experience and skills gained from successful career within a Microsoft sales environment
Able to evidence consistent over-achievement and performance throughout career
Your Behaviours
Demonstrates enthusiasm and proactively seeks opportunities to improve sales.
Demonstrates commitment to the role, team and company, and will go the extra mile when required. Demonstrates creativity and reacts positively to new challenges and change
Demonstrates self-awareness and practical self-development in pursuit of continuous improvement. Possess a high work ethic in accordance with role demands, expectation and responsibility
Naturally consultative in approach evidenced by the ability to ask the right questions of the right person
at the right time.
Closing Date: 
Friday, September 21, 2018 - 17:30

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