Senior Client Manager

17 hours ago

Auckland City, New Zealand NTT Ltd. Full time

NTT is a leading global IT solutions and services organisation that brings together people, data and things to create a better and more sustainable future.

In today’s ‘iNTTerconnected’ world, connections matter more now than ever. By bringing together talented people, world-class technology partners and emerging innovators, we help our clients solve some of the world’s most significant technological, business and societal challenges.

With people at the heart of our success, NTT is committed to attracting and growing the best talent and providing an environment where everyone feels they can belong and their contribution matters.

**Want to be a part of our team?**

The primary objective of this position is to manage and grow relationships to drive expansion and renewals across all solution areas within assigned key accounts.

The Senior Client Manager: Strategic Partnerships realises revenue and margin targets and maximizes sales opportunities through connecting client needs with NTT offerings and solutions. They will contribute to the targets and objectives implementing plans to ensure the achievement of these targets. This position is able to generate demand by assisting clients to identify current needs (turning clients’ implied needs into explicit needs), and then effectively articulate how NTT can add value through our services and solutions. As a result of using NTT Sales tools, this position is able to pursue and select specific details that will have a profitable result for NTT.

“Responsible for selling the company’s products or services to and maintaining relationships with existing accounts.

**Working at NTT**

**Primary Segment Focus**
- Existing clients

**Secondary Segment Focus**
- TBC

**Sales Process Involvement**
- Land, Adopt, Expand and Renew

**Client Load**
- Existing Clients : 1 - 5

**Sales Time Allocation**
- Pre-sales: 20%
- Engaged selling time: 30%
- Sales completion: 30%
- Sales Facilitation: 20%

**Solution Focus**
- Primary: Partnership and Foundational
- All solution areas

**Sales Strategy with Buyers & Products**
- Existing: Retention (current products) and Penetration (new/different products)

**Key Roles and Responsibilities**:

- Implement processes earmarked for obtaining sales targets and objectives.
- Implement the execution plan to achieve agreed objectives.
- Manage and grow relationships to drive expansion and renewals across all solution areas within assigned key accounts.
- Realise revenue and margin targets and maximise sales opportunities through connecting client needs with NTT offerings and solutions.
- Collaborate with Pre-sales, Sales Specialists, Customer Success, Client Partners and other internal resources.
- Regularly achieve designated quotas through prospecting, qualifying, and closing opportunities with assigned clients.
- Identify clients and buyers with issues that the majority of NTT solutions can solve.
- Create solutions across multiple solutions where appropriate to design complete solutions that solve stated client problems.
- Proactively pursues training and development.
- Encourages collaboration within and across NTT functional teams to position NTT for continued growth.
- Influence and work closely with vendors, partners and internal employees to achieve the required results.
- Develops close client and value-based relationships with all strategic internal business functions.

**Knowledge, Skills 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 NTT Ltd business requirements. Developing the skills to understand your client’s business (including commercial and financial aspects) in order to bring value to them from NTT’s portfolio of services.
- Lead the development of high-quality proposals, presentations, and contracts, ensuring they align with client needs and deliver strong value propositions. Negotiate favourable terms and conditions to secure new business deals..
- In-depth knowledge of NTT products and services
- In-depth understanding of NTT’s key clients and the company’s position in the industry
- Strong negotiation skills and proven ability to recognise and successfully convert opportunities into profitable sales
- Effective planning, organisation and evaluating skills
- Self-motivated and results-driven, with the ability to work independently and as part of a team.

**Required Experience**:

- Relevant experience in a similar client-facing role
- Proven experience in the IT or professional services industry with a focus on business development and/or sales is ideal
- Experience in managing multiple stakeholders and projects
- Proven experience in driving alignment to a common vision and working across multiple stakeholders to achieve sales growth
- Strong sales orientation with experience working with clients and business teams

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