Jobs at NTT Ltd

The Client Manager is a seasoned subject matter expert. This is a quota-bearing sales persona and is primarily responsible for taking full ownership of assigned accounts and manages and grows relationships to drive expansion and renewals across all solution areas. This role is able to do so by leveraging company's tools and methodologies to analyze the client’s situation and business requirements.
This role possesses advanced planning skills to coordinates the interaction of a number of company role-players in different geographies during the sales engagement. The Client Manager displays strategic thinking capabilities, a high level of business acumen and deep knowledge of the latest trends in terms of technology sales methods and approaches.

What you'll be doing

Key Responsibilities:

• Builds new relationships, understanding customer requirements and engaging internal stakeholders in delivering value to the unique and specific needs.
• 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.
• Realizes revenue and margin targets and maximizes sales opportunities through connecting client needs with company offerings and solutions.
• Manages and grows relationships to drive expansion and renewals across all solution areas within assigned regional clients.
• Works with and through company's network of offices to deliver an excellent client experience in each relevant market.
• 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 and adhere to the International Trade Policy in business dealings.
• Meets and exceeds quota targets through comprehensive account planning and 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.
• 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.
• Acts as first point of contact and relationship management for client issues. Articulates and lives company values in all customer and internal stakeholder engagements.

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) to bring value to them from the company's portfolio of services.
• Sales client engagement and management. The skills used to effectively manage and analyse 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 to close sales opportunities.

Academic Qualifications and Certifications:

• Bachelor's degree or equivalent in business or a sales related field.
• Wide Area Network Management, SDWAN, Cybersecurity, Cloud and Voice vendor certifications would be advantageous.

Required Experience:

• A minimum of 5 years’ experience in the Kenyan Telecom and IT services industry with a focus on business development and/or sales.
• Seasoned experience in a local and global sales/ key account management role.
• Demonstrated experience in B2C and B2B customer engagements
• Advanced experience in account planning and working across multiple stakeholders to achieve sales growth.
• Seasoned experience working with Salesforce.com contact platform.

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The Associate Client Manager is an entry level subject matter expert. This role may be a quota bearing persona but is primarily responsible to support the Client Management team in managing and growing client relationships.
This role learns the required skills in terms of how to drive expansion and renewals across all solutions within assigned accounts. The Associate Client Manager is responsible for developing the skills to sell the company’s products or services to and maintaining relationships with existing client accounts.

What you'll be doing

Key Roles and Responsibilities:

• Supports the Client Management team in managing and growing relationships to drive expansion and renewals across all solutions within assigned accounts in the foundational segment.
• Assists with minimizing churn and maximizing retention as well as learning how to uncover opportunistic HVS opportunities.
• Under supervision, assists with driving client satisfaction throughout the entire lifecycle of the clients’ buying process, by assisting with the commercial agreement for each client.
• Under direct guidance, engages with clients to address concerns and develops ability to provide recommends possible solutions that can be delivered by the organization.
• Develops the ability to generate demand by assisting with the identification of client current needs and engages clients through digital marketing channels.
• Learns how to build enduring relationships and develops an understanding of the client industry, business environment and strategy to identify current and future opportunities for the company.
• Effectively articulates how the company can add value through our services and solutions, with a focus on HVS offerings.
• Under supervision, influences and works closely with vendors to achieve required results.
• Uses company's sales tools and methodology to effectively manage territory, accounts, opportunities, pipelines and forecast.
• Develops open and effective channels of communication in with each client within the assigned account.
• Assists with revenue growth by inspiring clients to procure additional services.
• Becomes the reliable point of contact for clients that is required to establish a strong business relationship.
• Aims to achieve performance targets and exploit opportunities, whilst displaying notable client service orientation.
• Works under supervision to implement and/or align governance and compliance policies in own practice area to identify and manage risk exposure liability.
• Learns how to monitor and control financial governance and compliance to ensure the effective management of financial cost.

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) to bring value to them from the company's portfolio of services.
• Sales client engagement and management. The skills used to effectively manage and analyse 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 application 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 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:

• Entry level experience working as part of a sales team in a fast-paced environment.
• Entry level experience in a sales environment and/or customer service role.
• Entry level experience in the IT or professional services industry with a focus on business development and/or sales.
• Relevant experience gained in an inside sales / tele sales environment is advantageous.
• Some experience working with Salesforce.com contact platform.
• Some experience in marketing or advertising would be advantageous.