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Client Partner
3 weeks ago
NTT is a leading global IT solutions and services organisation that brings together people, data and things to create a better and more sustainable future.
In today’s ‘iNTTerconnected’ world, connections matter more now than ever. By bringing together talented people, world-class technology partners and emerging innovators, we help our clients solve some of the world’s most significant technological, business and societal challenges.
With people at the heart of our success, NTT is committed to attracting and growing the best talent and providing an environment where everyone feels they can belong and their contribution matters.
**Want to be a part of our team?**
A Cloud Infrastructure Client Partner is a quota-bearing sales persona and working with services teams to identify, develop, and close systems integration and Cloud Infrastructure Managed Service and outsourcing deals. As a Client Partner focused on Cloud Infrastructure managed services, it is key to become a services expert and be known as the client’s trusted Cloud Infrastructure 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 Cloud Infrastructure Client Partner, you will have the opportunity to partner with some of the biggest global organisations and helping them convert to new business models.
**Working at NTT**
**Key Roles and Responsibilities**:
- Generate demand by assisting clients to identify and qualify current needs and effectively articulate how NTT can add value through its Cloud Infrastructure services and solutions offering
- Address the objections that a client may pose in moving to a Cloud Infrastructure 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 closure
- Partner with internal teams to ensure scope of work and proposals are tracked, managed and delivered on time
- Develop and implement an opportunity plan, to provide regular check-ins with the primary point
