Senior Associate Software Sales Specialist

Summary

NTT DATA is a technology services and business solutions company. The Senior Associate Software Sales Specialist develops and progresses software sales opportunities within existing accounts, partnering with client managers, technology vendors, and solution architects. The role involves software licensing, enterprise agreements, sales strategy, commercial proposals, pipeline management, and progressively owning client opportunities.

Responsibilities

• Generate demand and identify new software opportunities within assigned existing accounts and territories
• Partner with Client Managers to develop, progress, and close software opportunities
• Develop sales and account plans that position software, subscriptions, Enterprise Agreements (EAs), and Enterprise License Agreements (ELAs)
• Participate in the development of win strategies and help challenge suboptimal RFP requirements by introducing alternative approaches based on business value and client outcomes
• Support and ultimately lead software sales engagements, including solution positioning, pricing, commercial structures, and contractual discussions
• Build pipeline and contribute to Annual Recurring Revenue (ARR), software bookings, gross profit, and other assigned performance objectives
• Identify opportunities to expand existing Enterprise Agreements through renewals, upsell, cross-sell, and additional software adoption
• Work with Software/GTM leadership, Client Managers, OEM partners, and solution architects to develop and execute sales strategies
• Develop expertise in software licensing models and advise Client Managers and clients on available licensing and consumption options
• Build knowledge of strategic software partners and their licensing programs, including Cisco, Microsoft, VMware/Broadcom, Palo Alto Networks, and other priority OEMs
• Develop the ability to articulate the financial and operational value of software buying programs, subscription models, and Enterprise Agreements
• Support the creation of client presentations, proposals, business cases, pricing models, and executive-level value propositions
• Maintain accurate opportunity data, sales forecasts, pipeline progression, and close plans
• Develop competitive knowledge, including market pricing, licensing strategies, partner programs, and competitive positioning
• Complete required NTT DATA and OEM sales, licensing, and technical accreditations
• Maintain current knowledge of relevant NTT DATA services and identify opportunities to connect software transactions with lifecycle, adoption, professional, and managed services
• Perform other related responsibilities as required

Skills

• Strong interest in developing a career in technology and software sales
• Commercial curiosity and a desire to understand how clients purchase, consume, and manage technology
• Strong verbal and written communication skills
• Excellent questioning, listening, and discovery skills
• Ability to build relationships and collaborate across multiple teams
• Confidence engaging with clients, partners, and internal stakeholders
• Analytical ability to understand pricing, licensing, financial models, and commercial structures
• Ability to articulate business value rather than relying solely on product features
• Strong organizational skills and attention to detail
• Discipline around pipeline management, forecasting, and follow-through
• Ability to learn complex technologies and licensing programs
• Ability to operate effectively in a team-selling environment
• Flexibility and ability to adapt to changing priorities and deadlines
• A strong sense of ownership and willingness to be accountable for business outcomes
• Bachelor's degree or equivalent combination of education and relevant experience in Business, Sales, Information Technology, or a related field
• Previous experience working with technology vendors or channel partners is beneficial
• Candidates should demonstrate the aptitude and motivation to develop expertise in software licensing, Enterprise Agreements, negotiation, and complex solution selling
• A strong interest in technology, software, and sales
• The desire to build a career in complex enterprise solution selling
• Excellent communication, listening, and relationship-building skills
• Curiosity about how businesses use and purchase technology
• Comfort working with numbers, pricing, and commercial concepts
• The ability to collaborate effectively in a team-selling environment
• Confidence engaging with clients and business partners
• Strong organization, accountability, and follow-through
• The ability to learn quickly and apply coaching
• A bachelor's degree or equivalent education and experience
• Deep software licensing expertise is not required on day one. We are looking for someone with the aptitude, commercial mindset, and motivation to develop that expertise through mentoring, OEM training, and direct client experience
• Early-career sales, business development, technology, customer-facing, or related experience preferred
• Exposure to technology sales, software, SaaS, IT services, licensing, or subscription-based business models is desirable but not required
• Vendor sales or licensing accreditations are desirable but may be obtained after joining NTT DATA

Qualifications

Must Haves

• Strong interest in developing a career in technology and software sales
• Commercial curiosity and a desire to understand how clients purchase, consume, and manage technology
• Strong verbal and written communication skills
• Excellent questioning, listening, and discovery skills
• Ability to build relationships and collaborate across multiple teams
• Confidence engaging with clients, partners, and internal stakeholders
• Analytical ability to understand pricing, licensing, financial models, and commercial structures
• Ability to articulate business value rather than relying solely on product features
• Strong organizational skills and attention to detail
• Discipline around pipeline management, forecasting, and follow-through
• Ability to learn complex technologies and licensing programs
• Ability to operate effectively in a team-selling environment
• Flexibility and ability to adapt to changing priorities and deadlines
• A strong sense of ownership and willingness to be accountable for business outcomes
• Bachelor's degree or equivalent combination of education and relevant experience in Business, Sales, Information Technology, or a related field
• Previous experience working with technology vendors or channel partners is beneficial
• Candidates should demonstrate the aptitude and motivation to develop expertise in software licensing, Enterprise Agreements, negotiation, and complex solution selling
• A strong interest in technology, software, and sales
• The desire to build a career in complex enterprise solution selling
• Excellent communication, listening, and relationship-building skills
• Curiosity about how businesses use and purchase technology
• Comfort working with numbers, pricing, and commercial concepts
• The ability to collaborate effectively in a team-selling environment
• Confidence engaging with clients and business partners
• Strong organization, accountability, and follow-through
• The ability to learn quickly and apply coaching
• A bachelor's degree or equivalent education and experience
• Deep software licensing expertise is not required on day one. We are looking for someone with the aptitude, commercial mindset, and motivation to develop that expertise through mentoring, OEM training, and direct client experience

Nice to Haves

• Early-career sales, business development, technology, customer-facing, or related experience preferred
• Exposure to technology sales, software, SaaS, IT services, licensing, or subscription-based business models is desirable but not required
• Vendor sales or licensing accreditations are desirable but may be obtained after joining NTT DATA

Benefits

• This position may also be eligible for incentive compensation based on individual and/or company performance.
• Medical, dental, and vision insurance with an employer contribution
• Flexible spending or health savings account
• Life and AD&D insurance
• Short- and long-term disability coverage
• Paid time off
• Employee assistance
• Participation in a 401k program with company match
• Remote working