Sr Client Manager-Public Sector SoCal

NTT • SoCal, CA

1d • $115,000 - $213,000 • Hybrid

About The Position

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 As a Senior Client Manager at NTT DATA, you will be instrumental in managing and growing relationships with our clients. Your main focus will be to drive land, expansion, and renewals across all our solutions within your assigned accounts. You will take full ownership of these accounts, ensuring client satisfaction throughout their entire lifecycle. This role is not just about sales; it is about building lasting connections and identifying how our services can add real value to their business. You will work closely with various stakeholders, including vendors and partners, to achieve the results we aim for. Using our company's sales tools and methodologies, you will effectively manage accounts, opportunities, pipelines, and forecasts. As the main point of contact for your clients, you will ensure open and effective communication channels are developed and maintained, providing a reliable touchpoint that fosters strong business relationships. Your role goes beyond just meeting quotas. You will identify current needs, articulate how we can meet those needs through our solutions, and drive demand. By encouraging clients to explore additional services, you will play a key role in nurturing revenue growth. You will also engage in developing governance and compliance policies to manage risk and ensure financial governance and compliance within your area of specialization. Position Overview: We are seeking a seasoned Senior Client Manager with over 10 years of experience and strong relationships within State and Local government sectors. The ideal candidate will possess a comprehensive understanding of Information Technology and demonstrate a proven track record in consultative selling within public entities. The primary role involves generating, qualifying, and closing new business opportunities. In this role you will: Full Cycle Sales Leadership: Own the deal from creation to close. You will drive every stage of the pursuit from identifying whitespace and shaping demand through proposal, negotiation, and close. You will lead from the front, managing internal overlays, engineering, pricing, legal, and executive resources to win strategic business. New Business Development: Build and manage a high value pipeline across Southern California, cities, counties, and higher education institutions. Develop custom account plans and execute multi-touch demand strategies to drive net new logos and expansion. Executive Relationship Building: Cultivate and expand deep relationships with CIOs, CTOs, COOs, and other key decision makers. Serve as a trusted advisor and position NTT DATA as a go-to partner. Bring our executive leadership into the room when needed. Opportunity Shaping: Navigate the budget cycle and legislative timelines to anticipate IT needs before RFPs drop. Influence scope and position NTT DATA early through proactive client engagement and tight collaboration with internal teams. Deal Strategy and Execution: Run disciplined, predictable sales cycles. Drive internal coordination across pre-sales, pricing, delivery, and legal. Keep your pipeline current in Salesforce and engage leadership to remove blockers and accelerate close. Partner and Ecosystem Alignment: Leverage strategic OEM, hyperscaler, and channel partnerships to build joint pursuit strategies. Collaborate cross-functionally with Marketing, Delivery, and Public Sector leadership to win. Industry Leadership: Stay ahead of public sector technology trends, funding priorities, and policy shifts. Represent NTT DATA with credibility in client meetings, conferences, and public forums. Your Day at NTT DATA: As a Senior Client Manager, you will be instrumental in managing and growing relationships with our clients. Your main focus will be to drive land, expansion, and renewals across all our solutions within your assigned accounts. You will take full ownership of these accounts, ensuring client satisfaction throughout their entire lifecycle. Your role goes beyond sales; it involves building lasting connections and identifying how our services can add real value to their business. You will work closely with various stakeholders, including vendors and partners, to achieve the desired results. Using our company’s sales tools and methodologies, you will effectively manage accounts, opportunities, pipelines, and forecasts. As the main point of contact for your clients, you will ensure open and effective communication channels are developed and maintained, providing a reliable touchpoint that fosters strong business relationships. In addition to meeting quotas, you will identify current needs, articulate how we can meet those needs through our solutions, and drive demand. By encouraging clients to explore additional services, you will play a key role in nurturing revenue growth. You will also engage in developing governance and compliance policies to manage risk and ensure financial governance and compliance within your area of specialization.

Requirements

• Experience: 10+ years in consultative selling roles focused on Information Technology and public entities, with strong C-level selling and relationship-building experience.
• Education: Undergraduate degree or equivalent combination of education and work experience. An MBA or graduate degree is preferred.
• Skills: Advanced knowledge of the Public Entities industry, service solutions, customer decision-making processes, and sales opportunity assessment. Strong presentation, negotiation, and financial acumen.
• Deep Relationships: Must have deep relationships in the state of California, LA and area (counties and cities) and proven sales activities with the state and government agencies.
• Advanced experience in global partner management, sales environments, and customer service.
• Experience in the IT or professional services industry, focusing on business development and/or sales.
• Strong business acumen in sales, focusing on planning and leveraging tools and DATA.
• Knowledge of the company's offerings, client applications, use cases, and market trends.
• Ability to link our high-value services to specific client needs and outcomes.
• Experience in identifying and advancing opportunities at assigned prospects and clients, and accountability for coordinating internal and external resources to close sales opportunities.
• Excellent client engagement and management skills, aimed at improving client relationships and driving sales growth.
• Prior experience with the Salesforce.com contact platform.
• A bachelor’s degree or equivalent in business or a sales-related field.

Nice To Haves

• 10+ years of quota carrying enterprise sales experience with a track record of exceeding targets in complex IT solution sales
• Demonstrated ability to run the full sales cycle end to end including prospecting, shaping, closing, and expanding
• Relationships with SLED decisions makers in California, and Los Angeles area counties and cities
• Experience leading pursuit teams and coordinating across overlays, pre-sales, and delivery to bring large complex deals to close
• Deep understanding of public sector procurement processes, funding mechanisms, and budget cycles
• Strong executive presence and ability to build trust with senior stakeholders
• Advanced negotiation skills, particularly in multivendor and partner heavy deal environments
• Experience working with or selling services around cloud, digital transformation, managed IT, or AI-driven solutions
• Salesforce discipline, orientation to detail and comfort operating in a high accountability, high autonomy environment.
• An MBA or graduate degree is preferred.

Responsibilities

• Full Cycle Sales Leadership: Own the deal from creation to close. You will drive every stage of the pursuit from identifying whitespace and shaping demand through proposal, negotiation, and close. You will lead from the front, managing internal overlays, engineering, pricing, legal, and executive resources to win strategic business.
• New Business Development: Build and manage a high value pipeline across Southern California, cities, counties, and higher education institutions. Develop custom account plans and execute multi-touch demand strategies to drive net new logos and expansion.
• Executive Relationship Building: Cultivate and expand deep relationships with CIOs, CTOs, COOs, and other key decision makers. Serve as a trusted advisor and position NTT DATA as a go-to partner. Bring our executive leadership into the room when needed.
• Opportunity Shaping: Navigate the budget cycle and legislative timelines to anticipate IT needs before RFPs drop. Influence scope and position NTT DATA early through proactive client engagement and tight collaboration with internal teams.
• Deal Strategy and Execution: Run disciplined, predictable sales cycles. Drive internal coordination across pre-sales, pricing, delivery, and legal. Keep your pipeline current in Salesforce and engage leadership to remove blockers and accelerate close.
• Partner and Ecosystem Alignment: Leverage strategic OEM, hyperscaler, and channel partnerships to build joint pursuit strategies. Collaborate cross-functionally with Marketing, Delivery, and Public Sector leadership to win.
• Industry Leadership: Stay ahead of public sector technology trends, funding priorities, and policy shifts. Represent NTT DATA with credibility in client meetings, conferences, and public forums.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level