Client Manager

NTT Ltd.•Washington, DC

8d•$75,000 - $139,000•Remote

About The Position

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. 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.

Requirements

Think beyond the sale: You can challenge assumptions, validate cost structures, and ensure deals are both competitive and profitable
Understand how services are delivered: You’re comfortable shaping outcomes, timelines, and resourcing, not just selling an idea
Bring an infrastructure + cloud mindset: You understand how modern networks and cloud environments come together
Have relevant industry experience: Ideally within large-scale networking or service provider ecosystems
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.
Bachelor's degree or equivalent in business or a sales related field.
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.

Nice To Haves

Experience working with hyperscalers or large global enterprises
Comfortable operating in fast-paced, evolving global environments
Able to connect strategy with real-world delivery
Credible with both customer executives and technical teams
Relevant vendor certifications would be advantageous

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.