Global Accounts Director, Sales

vor 2 Monaten

Zürich ZH, Schweiz NTT DATA Vollzeit

**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 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.
- 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

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