Sr Client Manager

NTT•NorCal, CA

1d•Remote

About The Position

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.

Requirements

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.
10+ years in consultative selling roles focused on Information Technology and public entities, with strong C-level selling and relationship-building experience.
Undergraduate degree or equivalent combination of education and work experience.
Advanced knowledge of the Public Entities industry, service solutions, customer decision-making processes, and sales opportunity assessment.
Strong presentation, negotiation, and financial acumen.
Must have deep relationships in the state of California and proven sales activities with the state.
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 state, and bay area counties
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.
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.

Nice To Haves

Relevant vendor certifications would be advantageous.
An MBA or graduate degree is preferred.

Responsibilities

Manages and grows relationships to drive land, expansion and renewals across all solutions within assigned accounts in segment 3.
Pursues leads identified by aligned Lead Generation/Business development representatives.
Minimizes churn and maximizes retention in assigned accounts.
Drives client satisfaction throughout the entire lifecycle of the clients’ buying process.
Generates demand by assisting clients to identify current needs and then effectively articulate how the company can add value through its services and solutions.
Influences and works closely with vendors/partners to achieve required results.
Uses company sales tools and methodology to effectively manage accounts, opportunities, pipelines and forecast.
Develops open and effective channels of communication in with each client within the assigned account.
Encourages revenue growth by inspiring clients to additional services.
Becomes the reliable point of contact for clients that is required to establish a strong business relationship.
Takes ownership of a range of accounts within the assigned segments.
Determines the best solution requirements for each client that can be deployed by other departments.
Builds enduring relationships and display an understanding of the client industry, business environment and strategy to identify current and future opportunities for the organization.
Develops and/or aligns governance and compliance policies in own practice area to identify and manage risk exposure liability.
Monitors and controls financial governance and compliance throughout an area of specialization in order to manage financial cost.