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Digital Product Sales Specialist

Kuala Lumpur
7-10 years
Not Specified

Job Description

1. The Digital PSS sellers are a volume sales engine (run rate) operating out of a Sales Acceleration hub in Kuala Lumpur covering APAC and report to APAC GEO via the KL Digital Sales Hub Leader
2. The Digital PSS seller is the HCL Opportunity Owner for all New License deals (direct & channel) sub $50K only.
3. The Digital PSS sellers are aligned by Product Pillars as below :
1. Automation – BigFix & Workload Automation
2. Secure DevOps – Appscan, HCL Accelerate, HCL Launch, HCL One Test, HCL One Test Embedded, HCL Version Vault, HCL Compass, HCL RTist
3. Digital Solutions – Atlas, Connections, Domino, Notes, Verse, SameTime, LEAP, Kony
4. CX – Digital Expérience/Portal, Unica, Commerce
The Digital PSS Sellers by owning sales responsibility for NL Bookings for run-rate business (sub $50K NL deals) and will free up the bandwidth of the Senior PSS Big Fix, Appscan, Digital Solutions PSS sellers located in country in each territory to focus on hunting and closing mid- and large deals thereby growing our average deal and overall sales productivity.
Core Responsibilities :
1. Qualify a lead generated via marketing and inside sales into an opportunity. If the NL opportunity is sub $50K, then taken sole sales ownership to progress and close opportunities. If the opportunity is greater than $50K, pass it to the PSS seller in the field team under Matthew or Pavaanjeet or Randeep as needed for progressing and closing them.
2. Own all New License deals sub-50K coming into CRM via Deal Reg and take responsibility to close the deals. (80% to 90% of our total deals in quarter)
3. Work in partnership with APAC PSS Leaders, technical sales and partners to:
1. Drive New License Bookings for volume deals – Direct and via Partners.
2. Develop a Net New Logo pipeline by hunting in whitespace and non-named accounts.
3. Grow market share within the portfolio
4. Work with other sellers and units of HCL as needed to create an effective end to end solution for the client
5. Maintain a thorough understanding of the product, client's industry, including industry trends and performance indicators, and key client competitors in their industry
6. Capture customer requirements and promote the value of the specific solution
7. Demonstrate product to customer in tandem with Technical Advisors where required (minimize TA engagement on smaller deals)
8. analyze the customer needs/sizing and work with channel to create proposals
9. Work with internal stakeholders/Partners to negotiate pricing and approvals within delegation matrix
10. Engage legal and business partner teams in relation to contract terms and business partner contracts in special cases.
11. Present pricing proposals to channel and finalize closures and booking of orders for successful business (work with AP PSS Leaders in complex deals)
12. Target high customers and business partner contacts to reach 30+ contacts per week
13. Maintain pipeline hygiene for 12 months outlook within integration with PSS Leads and operations.
14. Experience meeting sales targets using a solutions-focused approach
15. Acts as first contact for current and prospective volume customers.
16. Proven track record of presenting to/negotiating with Executive Leadership (both internal/external)
17. Always does what is right for the customer – relentlessly customer-focused.
Bonus Criteria
• Sales Performance – New License Bookings Target (TCV)
• Minimum 7+ years’ experience in the software industry, ideally in one or two of our Core Products in our Software Suite - Security, Dev Ops, Workload Automation, Digital Solutions, Digital Experieince, Marketing Automation, eCommerce, which can include all things related to that field, with an emphasis on both project based and software sales.
• Exceptional experience and knowledge of working with Software Channel Business Partners to drive demand generation and sales execution.
• Exceptional presentation skills necessary to effectively deliver executive-level and value-based presentations
• Consultative capabilities to understand business problems and articulate a corresponding solution based on the HCL software portfolio
• Understanding of competitive technologies and their place in the market
• Excellent verbal and written skills
• Strong Competitive and Retention skills for Digital Experience Solutions
• Ability to build strong internal relationship with Sales, Development, Support and Offering Management
Preferred Background
• Client management
• Software Sales execution
• Channel Partner Management
Travel: 25 %


HCL Software was launched as a new division of HCL Technologies in 2016 with the mission to develop and deliver a next-generation portfolio of enterprise-grade software-based offerings with flexible consumption models, spanning on premise software, SaaS and managed services. We bring speed, insights and innovations to create value for our customers in DevOps, Automation, Data, Security, Application Modernization, Digital Commerce, Marketing and Digital Experience.

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