Client Manager - Digital Network Services at NTT Ltd

Your day at NTT DATA

• As a Client Manager at NTT DATA, your role will center on building and nurturing relationships with our assigned accounts, ensuring client satisfaction, and driving expansion across all solution areas. You'll use our state-of-the-art tools and methodologies to understand clients' needs and offer tailored solutions that address their specific business requirements.
• You'll manage and grow relationships by leveraging strategic thinking and advanced planning skills, coordinating with our global network of offices to deliver exceptional client experiences. Your focus will include meeting revenue and margin targets while minimizing client churn and maximizing retention.
• By utilizing your extensive knowledge of the latest technology sales methods and trends, you will develop and implement account strategies. You'll work closely with key stakeholders to realize business opportunities, contribute to revenue growth, and support clients throughout their buying lifecycle.
• Your day will involve using tools like Salesforce.com to manage accounts, opportunities, pipelines, and forecasts. You will analyze the client's situation, plan strategically, and navigate various geographies to drive sales engagement and meet quota targets.
• Acting as the first point of contact, you'll address client issues and ensure consistent client satisfaction. You will use your expertise to transform clients' needs into actionable solutions, helping them achieve their business goals with our services.

To thrive in this role, you need to have:
Key Responsibilities:

• Manages and grows relationships to drive expansion and renewals across all solution areas within assigned regional clients.
• Builds relationships and influences stakeholders.
• Works with and through company's network of offices to deliver an excellent client experience in each relevant market.
• Realizes revenue and margin targets and maximizes sales opportunities through connecting client needs with company offerings and solutions.
• Develops and drives organization strategy with local client managers within assigned regional accounts.
• Uses engagement skills to establish account strategies with key stakeholders (focus of power, focus of receptivity, focus of dissatisfaction).
• Minimizes churn and maximizes retention in assigned accounts.
• Use company's sales tools (for example, Salesforce.com) and methodology to effectively manage the accounts, opportunities, pipelines and forecast.
• Be fully aware of and understand the International Trade Policy.
• Meets or exceeds quota targets through comprehensive account management.
• Grows the profitability, revenues and client satisfaction levels for company’s regional clients’ portfolio.
• Drives passionately for client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership for the commercial agreement for each client.
• Generates demand by assisting clients to identify current needs (turning clients’ implied needs into explicit needs), and then effectively articulating how company can add value through services and solutions.
• Approaches the management of the account in a systematic way by identifying the strategy which will be used to develop and grow the account profitably.
• Performs vulnerability analysis of company's position in comparison to that of competitors and vendors to ensure the client’s requirement is at the heart of the proposed solution.
• Positively influences and enables financial control, governance and compliance in a region throughout area of specialization to prevent and reduce financial costs.
• Acts as first point of contact for client issues.

Knowledge and Attributes:

• Sales business acumen. The skills supporting successful selling through organizational and business outcome mindset. Success will require focusing on planning, leveraging tools and DATA, and concentrating on company business requirements. developing the skills to understand the client’s business (including commercial and financial aspects) in order to bring value to them from the company's portfolio of services.
• Sales client engagement and management. The skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations. developing the skills required to know the client, building effective and lasting relationships with them and to be seen as a trusted advisor.
• Sales solution skills. The knowledge of the company’s offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor. Success will require the ability to link company offerings, including high-value services to specific client and prospect needs and outcomes.
• Sales pursuit. The skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.

Academic Qualifications and Certifications:

• Bachelor's degree or equivalent in business or a sales related field.
• Relevant vendor certifications would be advantageous

Required experience:

• Seasoned experience in a global partner management role.
• Seasoned experience in a sales environment and/or customer service role.
• Seasoned experience in the IT or professional services industry with a focus on business development and/or sales.
• Seasoned experience in driving alignment to a common vision and working across multiple stakeholders to achieve sales growth.
• Seasoned sales orientation with experience working with clients and business teams to create sales-orientated solutions and services.
• Seasoned experience gained in a similar client manager role.
• Seasoned experience working with Salesforce.com contact platform.