Your day at NTT DATA
The primary responsibility of the Client Manager is to take full ownership of his/her assigned accounts and manage and grow relationships to drive expansion and renewals across all solution areas. They are able to do so by leveraging NTT(Ltd)’s tools and methodologies to analyze the client’s situation and business requirements. They possess advanced planning skills to co-ordinate the interaction of a number of NTT(Ltd) role-players in different geographies during the sales engagement. They display strategic thinking capabilities, a high level of business acumen and deep knowledge of the latest trends in terms of technology sales methods and approaches.
What You’ll Be Doing
Key Roles and Responsibilities:
Manage and grow relationships to drive expansion and renewals across all solution areas within assigned regional clients.
Build relationship and influence stakeholders.
Work with and through NTT’s network of offices to deliver an excellent client experience in each relevant market.
Realise revenue and margin targets and maximise sales opportunities through connecting client needs with NTT offerings and solutions.
Develop and drive Dimension Data strategy with local CMs within assigned regional accounts.
Use engagement skills to establish account strategies with key stakeholders (focus of power, focus of receptivity, focus of dissatisfaction).
Minimise churn and maximise retention in assigned accounts.
Use NTT’s sales tools (e.g. Salesforce.com) and methodology to effectively manage the accounts, opportunities, pipelines and forecast.
Be fully aware of and understand the International Trade Policy.
Meet or exceed quota targets through comprehensive account management.
Grow the profitability, revenues and client satisfaction levels for NTT’s regional clients’ portfolio.
Drive passionately for client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership for the commercial agreement for each client.
Generate demand by assisting clients to identify current needs (turning clients’ implied needs into explicit needs), and then effectively articulate how NTT (Ltd) can add value through services and solutions.
Approach the management of the account in a systematic way by identifying the strategy which will be used to develop and grow the account profitably.
Do a vulnerability analysis of NTT (Ltd)’s position in comparison to that of competitors and vendors to ensure the client’s requirement is at the heart of the proposed solution.
Positively influence and enable financial control, governance and compliance in a region throughout area of specialisation to prevent and reduce financial costs.
Act as first point of contact for client issues.
Knowledge, Skills and Attributes:
Sales business acumen – The skills supporting successful selling through organisational and business outcome mindset. Success will require focusing on planning, leveraging tools and data, and concentrating on NTT Ltd business requirements. Developing the skills to understand your client’s business (including commercial and financial aspects) in order to bring value to them from NTT’s portfolio of services.
Sales client engagement and management – The skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations. Developing the skills required to know your client, building effective and lasting relationships with them and to be seen as a trusted advisor.
Sales solution skills – The knowledge of NTT Ltd.’s offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor. Success will require the ability to link NTT Ltd offerings, including high-value services to specific client and prospect needs and outcomes.
Sales pursuit – The skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.
Academic Qualifications and Certifications:
Relevant Degree or Advanced Diploma
Advanced qualification would be advantageous
Relevant vendor certifications
Required Experience:
Seasoned experience in a similar role in a similar environment
Seasoned experience in a sales environment and/or customer service role
Seasoned sales and client engagement experience coupled with a good understanding of business, sourcing and technology market
Seasoned experience negotiating with clients and vendors
Seasoned experience managing regional accounts and building relationships
Seasoned experience analysing commercial information
Experience working with Salesforce.com contact platform
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