Client Partner

At NTT we believe that by using innovative technology we can solve global challenges and create a world that is sustainable and secure. We are looking for curious people, from diverse backgrounds, that are keen to work in a fast-paced and agile environment.

At NTT we trust our employees to do the right thing, even when no one is watching, which is why we offer flexibility in the workplace. The majority of our roles are hybrid, meaning we encourage a balance of working from home and our local office. Ask our recruitment team if this is a hybrid role.

**Want to be a part of our team?**

A Client Partner is a quota-bearing sales persona and working with services teams to identify, develop, and close systems integration and Managed Service and outsourcing deals. As a client partner focused on manages services, it is key to become a services expert and be known as the client’s trusted managed services advisor.

They ‘champion’ the delivery teams’ understanding of the client’s solution requirements, and initiates improvement programs ensuring that the client remains committed to our solutions which leads to more sales opportunities.

Building and developing excellent stakeholder relationships with clients, fully understanding the client and the industry in which they operate will be a core focus of this role. The focus will remain on converting the client to a managed services client resulting in multi-year renewals; deals may involve a long sales cycle.

A substantial amount of time will be spent on client engagement and engaged selling, but also liaising with internal teams to make sure the client’s needs are attended to. They are also the initial escalation point in removing challenges to drive right outcomes for services opportunities to closure.

As a Client Partner, you will have the opportunity to partner with some of the biggest global organizations and helping them convert to new business models.

Radford reference:
Responsible for identifying, developing, and closing systems integration outsourcing projects. Involves customized multi-product/multi-vendor solutions with hardware, software, and services. Applies sales skills to engage and close opportunities with decision-makers. Turns opportunity over to implementation/consulting team. Deals may involve a long sales cycle. Results: Can report to any of the field sales management positions.

**Working at NTT**

**Responsibilities**:
Generate demand and selling managed services solutions:
Generate demand by assisting clients to identify and qualify current needs and effectively articulate how NTT can add value through its services and solutions offering
Address the objections that a client may pose in moving to a managed services solution
Appropriately allocate 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
Engage and co-ordinate with partners and/ or vendors to drive select deals through vendor-based opportunities
Engage with the broader organisation such as the Offer Management, Commercial Architecture and Delivery teams to promote and support high-value services opportunities
Participate in regional sales governance processes and Deal Clinics to profile opportunities

Managed Services industry trusted advisor:
Build 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
Maintain a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in
Contribute to the knowledge base of NTT Ltd.’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:
Help build and support commercial solutions for Managed Services solutions and design deals that meet client’s needs and ensure win/win solutions for both client and NTT
Construct 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:
Manage a pipeline of opportunities and create and document 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
Collaboratively work with extended sales teams and commercial architects to successfully position the service and see the opportunity through to closur