Client Solutions Partner
2 weeks ago
The Client Partner will be responsible for building commercial solutions for managed services and design deals that meet our client's needs and ensure win/win solutions for both our clients and our business.
Key Responsibilities:
- Generate demand by assisting clients to identify and qualify current needs and effectively articulate how NTT can add value through its services and solutions offerings.
- Build deep & long-term relationships with key client leaders in a Managed Services opportunity and execute a competitive win strategy through understanding the client's business requirements and competitive landscape.
- Build commercial solutions for Managed Services solutions and design deals that meet client's needs and ensure win/win solutions for both client and NTT.
- Drives overall MS sales engagement, commercial modelling & negotiate contractual terms, mitigate risk/obstacles and move the proposal to close.
- Manage a pipeline of opportunities and create and document a shared strategy to meet sales target (e.g., a net new customer pursuit plan to land new logos, activities to achieve client satisfaction, minimize churn, cross-sell, upsell, revenue, and margin goals).
- Ensure data accuracy and alignment to regional TPS reporting standards for CP assigned deals within the pipeline reporting tool.
- Lead the negotiation of deals with clients and lead the internal account management team to enable conclusion of the deal.
- Promote complex and integrated solutions and services (i.e., Managed Services) to drive new contracts within assigned accounts in segments 1,2 and 3.
- Contribute to the knowledge base of NTT's solutions and services by sharing best practices, industry and technology trends with internal stakeholders and clients.
- Engage and co-ordinate with the partner/vendor community to drive select deals through vendor-based on predefined vendor role for the segment.
- Create and maintain critical relationships with internal team members to help guide opportunities to appropriate resources and win support for key client initiatives.
Requirements:
- Academic qualifications and certifications:
- Degree in Technical or Sales field (preferred, but not essential) or relevant experience equivalent to a degree
- Negotiation Skills (example Scotworks)
- Desirable: AWS Cloud Practitioner Essentials Training, MS Azure Fundamentals Training (or latest equivalent)
- Experience required:
- Solid experience in a large IT organisation
- Solid sales experience with global, regional and/or large accounts with an application focus
- Solid consultative selling experience
- Industry knowledge at a specialist level regarding Applications and how to consult across C+ level and above with Applications solutions
- Exposure to Managed Services and a detailed understanding of MS or ES approach to business
- A good understanding of the vast range of IT operations and NTT service offerings
- Thorough experience in NTT products and understanding of industry best practices
- Demonstrated sales, client engagement and business development experience with requisite understanding of relevant markets and market penetration strategies
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