17 oct
NTT DATA
Santiago
Job Description
Make a difference with 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.
Your role 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 DATA'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 DATA 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.
Key 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 DATA'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 DATA 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 DATA'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 DATA'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 DATA 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 DATA'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.
Requirements:
- 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 DATA 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 DATA'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 DATA'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 DATA 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
Workplace type:
Hybrid Working
About NTT DATA
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.