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Global Accounts Director, Sales
vor 2 Monaten
Make an impact with NTT DATA
Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion – it’s a place where you can grow, belong and thrive.
Your day at NTT DATA
The Senior Principal Global Client Manager is a highly skilled and advanced subject matter expert and is a quota-bearing salesperson. The primary purpose of the role is to take full ownership of several strategic named client accounts, retain the client and develop new lines of service and business with the client.
The Senior Principal Global Client Manager is assigned to clients that operate on a global landscape and is to hold accountability for the performance achievement of the account in terms of revenue retention, profitability management, and growth.
This role works directly with contacts at a variety of levels, as well as internal sales teams such as Sales Specialists and pre-sales architects, post-sale and the delivery teams. A substantial amount of time is spent on client engagement and engaged selling, but also liaising with internal teams to make sure the client’s needs are attended to.
What you'll be doing
Key Responsibilities:
- Accountable for obtaining set performance targets as well as maximizing sales opportunities through connecting clients’ needs with company offerings and solutions.
- Takes primary responsibility for the client and acts as internal client owner within assigned account.
- Manages and grows relationships to drive expansion and renewals across all solutions and services.
- Responsible for client solution penetration and education, account monitoring and portfolio reporting, and issue resolution ownership.
- Facilitate access to and lead the business conversations at C-level and becomes the reliable point of contact to further strengthen relationships.
- Gains insights into client’s most urgent business problems or business opportunities while linking how our solutions and services offerings can add client business value.
- Maintains a high level of the relevant industry, product, and service knowledge to have meaningful conversations and generally stay ahead of trends.
- Collaboratively works with extended sales teams, especially Sales Specialists, pre-sales architects, and commercial architects to successfully position the solution and/or service and see the opportunity through to closure.
- Works closely with other in territory counterparts and matrix teams to achieve the shared goal of growth; yet are held accountable for own targets.
- Uses sales methodologies and tools such as target plans, opportunity plans and account plans to support the sales process and data-driven insights.
- Develops and implements an opportunity plan, to provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders.
- Work with country sales teams to maintain a pipeline of leads on Salesforce.com.
- Creates comprehensive client business plans and engages in complex deal negotiation to build a stable, growing pipeline of current and future business opportunities.
- Engages in complex deal structuring and negotiation efforts designed to protect existing business and win new deals.
- Lands, adopts, expands, renews – Identifies client business needs with a view to help shape solution development by the wider pursuit teams.
Knowledge and Attributes:
- Significant knowledge of Managed Services across domains such as Networking, Cloud, Collaboration, Data Centers, Security and Applications.
- Excellent Client-centricity coupled with problem-solving abilities.
- Significant business acumen and negotiation skills to craft solutions that are beneficial to the organization and the client.
- Ability to proactively and independently identify and qualify opportunities; an entrepreneurial mindset is key.
- Natural team player – ability to coordinate and liaise with delivery teams across multiple business areas.
- Quick learner to understand any new solutions that are ready to take to market.
- Customer value management and understanding profitability and ratios of clients.
- A strategic future thinker who anticipates and considers external and internal factors with the ability to develop long-term plans.
- Significant ability to ask the right questions and tell great stories and have empathy with the client’s challenges.
- Significant communication skills are a given.
Academic Qualifications and Certifications:
- Bachelor's degree or equivalent in business management or related field.
- Relevant technology certifications are desirable.
- SPIN or Solutions Selling certifications are preferred.
Required Experience:
- Significant track record of selling solutions and managing enterprise accounts, especially Managed Services type accounts across multiple technology domains. These typically involve selling complex solutions and services to the C-suite in large enterprise accounts.
- Significant proof of structuring large, multi-year profitable contracts.
- Significant experience building strong relationships with clients across all levels, preferably gained within a global technology services organization.
- Significant experience in networking with senior internal and external people in the specialist area of expertise.
- Significant experience in managing the entire sales process, contracting process, and legal implications of a deal.
Workplace type: Hybrid Working
About 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.
Equal Opportunity Employer
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.
