Security Software Lifecycle Specialist

6 days ago

Johannesburg, Gauteng, South Africa NTT DATA Full time
Job Description

The Security Software Lifecycle Specialist plays a critical role in driving value for clients' software estates and increasing lifetime value for NTT DATA. As the primary software post-sale point of contact, they drive client-facing activity through NTT DATA's Security Software Lifecycle Specialist Charters of Adoption, Expansion, and Renewal of software.

Acting as the clients' trusted advisor for Security Software, they help the client realize value from their relationship with NTT DATA and ensure the client's relationship experience is a positive one.

The Security Software Lifecycle Specialist is required to work in partnership with NTT DATA's sales and client/service delivery management teams to deliver in-contract growth and a successful on-time renewal for software.

Key Responsibilities
  • Works closely with the assigned Client Manager and Service Delivery Managers to ensure consistent and effective client engagements, leveraging resources as required
  • Accountable for the client's deployment and adoption of their software investments
  • Creates Security Software Success plans to help accelerate software usage and feature adoption
  • Ensures alignment to the Line of Business and IT Team to ensure business and/or operational objectives are being achieved
  • Drives activities to demonstrate how to adopt new features of the software suite and communicate with the Client Manager
  • Ensures adoption plans are updated and regular business review meetings are held to demonstrate value to the client
  • Drives regular training programs with the client on how to use specific software features
  • Identifies opportunities to upsell, cross sell and expand Security Software offerings as well as ensure the uptake of NTT DATA Service offers
  • Responsible for reporting success metrics back into NTT DATA and its vendors.
  • Act as the conduit between the Client Managers and Professional Services and Consulting.
  • Ensure that NTT DATA is making the most of the vendor Activation rebates and Lifecycle Advisor Credits
  • Partners with the Client Success Managers to ensure successful renewals of software
  • Actively document case studies and drives the design of the software defined infrastructure offering, usage and adoption, interfacing with the vendor and services delivery team, KPI, adoption of delivery obligations and renewal
Key Knowledge, Skills and Attributes
  • Excellent interpersonal skills with the ability to develop and maintain solid stakeholder relationships up to Management level
  • Account planning and stakeholder mapping and management techniques
  • Ability to interpret a client's business strategy/plans and understand opportunities for NTT DATA solutions/services
  • Knowledge of NTT DATA's offers and services, including the core functionality and features, linkage within NTT DATA's service portfolio, pricing structures, client benefits
  • Ability to provide an external industry viewpoint (including industry insights, technology trends, and competitor landscape) and to highlight NTT DATA's expertise and differentiated offerings and position NTT DATA's partnership offerings with the client
  • Strong sales skills (consultative selling and negotiation) with the ability to identify up-sell opportunities and close resulting deals
  • Ability to execute on-time renewals with minimum volume or price churn
  • Strong knowledge and understanding of IT service environment, service operations, and ITIL practices
  • Understanding of NTT DATA's high-level operating model and the ability to develop and maintain relationships across relevant cross functional teams
  • Understanding of NTT DATA's billing processes and client invoicing linked to contracted services
  • Understanding of financial statements and metrics, including revenue, expense control, and growth relative to the market in order to hold strategic client conversations
  • Understanding of contracts and contract management; with the ability to maintain the contract, to discuss with the client, and understand how to position as a value exchange
  • Excellent communication skills (verbal and written) coupled with good questioning skills
  • Demonstrates leadership skills and drives standards of performance
  • Strategic thinking ability coupled with strong planning and execution skills
  • Ability to interpret complex data/reports, derive business insights and define relevant operating responses
  • Deep understanding of the NTT DATA services business and commercial service offerings available
  • Demonstrates an understanding of and the ability to position 'partnership' offerings (i.e. Managed Services, Support Services, Consulting Services and Technical Services)
  • Understanding of NTT DATA's approach to Software Lifecycle Management, including the strategic direction and operating model
Academic Qualifications and Certifications
  • Tertiary level qualification such as a business management or equivalent degree
  • Certification and working knowledge of ITIL practices
  • Additional relevant Security Vendor certifications would be advantageous
Required Experience
  • Demonstrable experience in a Security Managed Services and/or Security Outsourcing environment
  • Demonstrable experience in a client-facing role in one or more Sales, Service, or Consultancy disciplines in a large-scale (preferably multi-national) IT services environment
  • Significant experience in sales and client engagements at manager level within a commercial service offering environment

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