Make an impact with NTT DATA
Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion it's a place where you can grow, belong and thrive.
Your day at NTT DATA
A Senior Collaboration Client Partner is a quota-bearing sales persona and working with services teams to identify, develop, and close systems integration and Collaboration Managed Service and outsourcing deals. As a Senior Client Partner focused on Collaboration managed services, it is key to become a services expert and be known as the client's trusted Collaboration managed services advisor.
What You'll Be Doing
Key Roles and Responsibilities:
Create demand and selling Collaboration managed services solutions -
- Create demand by assisting clients to identify and qualify current needs and effectively articulate how NTT can add value through its Collaboration services and solutions offering
- Responsible for addressing the objections that a client may pose in moving to a Collaboration managed services solution
- Appropriately allocate and decides sales time between assigned clients and new prospect opportunities; yet ensure focus remains on the top clients/prospects and balance opportunity size with likely outcomes
Sales partnership -
- The success of the services agenda and successful sales will rely on successful partnership with others; this will include regional leads and services teams to work on the best outcome for the client
- Collaboration with partners and/ or vendors to drive select deals through vendor-based opportunities
- Collaboration with broader organisation such as the Offer Management, Commercial Architecture and Delivery teams to promote and support high-value services opportunities
- Directs regional sales governance processes and Deal Clinics to profile opportunities
Managed Services industry trusted advisor -
- Responsible for building deep and long-term relationships with client leaders in a Managed Services opportunity and execute a competitive win strategy through understanding the client's business requirements and competitive landscape
- Directs the maintenance of a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in
- Creates the knowledge base of NTT's services solutions within a services practice by sharing best practices with internal teams as well as client teams; ensuring that internal teams are aware of typical client challenges
Deal construct -
- Directs the build and supports commercial solutions for Managed Services solutions and design deals that meet client's needs and ensure win/win solutions for both client and NTT
- Responsible for constructing the managed services deal including the commercial modelling, negotiate contractual terms, mitigate legal risk and obstacles, and move the proposal to close to meet assigned quota
Drive the sales process -
- Accountable for managing a pipeline of opportunities and creating and documenting a shared strategy to meet sales target such as net new customer pursuit plans to land new logos, activities to achieve client satisfaction, minimize churn, cross-sell, upsell, revenue, and margin goals
- Work across multiple sales teams and commercial architects to successfully position the service and see the opportunity through to closure
- Works across multiple internal teams to ensure scope of work and proposals are tracked, managed and delivered on time
- Creates and consults on the implementation of an opportunity plan, to provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders
- Responsible for ensuring data is accurate based on sales reporting standards to provide data-driven insights
- Consults on the negotiation of deals with clients and lead the internal account management team to enable conclusion of services deals
- Consults on the knowledge base of NTT's solutions and services by sharing best practices, industry and technology trends with internal stakeholders and clients
- Participate in regional reporting cadence as it relates to regional performance and major deal reviews
Knowledge, Skills and Attributes:
- Strong understanding of and the ability to position NTT's services offerings that may span multiple technology domains across Managed Services, Support Services, Consulting Services and Technical Services
- Strong knowledge of video conferencing platforms
- Strong understanding of platform delivered services and how to articulate the value of standardised, centralised and optimised services.
- Strong understanding of cloud-based services and solutions, such as AWS, Microsoft Azure, Google Cloud Platform
- Conversant with a business outcome led approach to sales.
- Familiarity with document management platforms
- Strong understanding of cybersecurity principles to ensure data security and protection during collaboration efforts
- Strong understand financial statements and metrics, including revenue, expense control, and growth relative to market in order to hold strategic client conversations.
- Have the legal knowledge to discuss contracting with the client and understand how to position terms as a value exchange
- Strong understand each team member's skills and knowledge and coach team members to drive team effectiveness
- Client-centricity coupled with problem solving.
- Strong business acumen and negotiation skills to craft solutions that are beneficial to NTT and the client
- Ability to pro-actively and independently identify and qualify opportunities; an entrepreneurial mindset if key
- Natural team player ability to coordinate and liaise with delivery teams across multiple business areas
- Quick learner to understand any new solutions that are ready to take to market
Academic Qualifications and Certifications:
- Bachelor's degree in a Technical or Sales field are preferred
- Negotiation Skill methodologies such as Scotworks
- Solution Selling/SPIN skills
- Desirable - AWS Cloud Practitioner Essentials Training, MS Azure Fundamentals Training or latest equivalent
Required Experience:
- Demonstrated significant track record of managed services solutions to large enterprise accounts
- Advanced demonstrated experience structuring large, multi-year profitable contracts
- Advanced demonstrated ability of building strong relationships with clients across all levels; but especially the C-suite
- Advanced demonstrated experience of networking with senior internal and external people in the specialist area of expertise
- Advanced demonstrated experience in managing the entire sales process, contracting process and legal implications of a deal
Workplace type:
About NTT DATA
NTT DATA is a $30+ billion trusted global innovator of business and technology services. We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize and transform for long-term success. We invest over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies. Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation and management of applications, infrastructure, and connectivity. We are also one of the leading providers of digital and AI infrastructure in the world. NTT DATA is part of NTT Group and headquartered in Tokyo.
Equal Opportunity Employer
NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Join our growing global team and accelerate your career with us. Apply today.
