Key Client Manager

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 the Client Manager: Key Accounts is to manage and grow relationships to drive expansion and renewals across all solution areas within key accounts in segments 2 and 3. They are required to realize revenue and margin targets and maximize sales opportunities through connecting client needs with NTT(Ltd) offerings and solutions..

Ideally, Key Client Managers are vertically structured, and their portfolio of accounts are in one or adjacent verticals.

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: 5 - 15
- Prospect: 0

**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**:

- Take ownership of a range of larger and more strategic clients within segments 2 and 3 by passionately advocating the client requirement, whilst keeping sight of the need to increase revenue and improve margins for NTT(Ltd).
- Realise revenue and margin targets and maximise sales opportunities through connecting client needs with NTT offerings and solutions
- Minimise churn and maximise retention as well as uncover sales opportunities in assigned accounts.
- Re-evaluate progress against revenue/profit goals monthly and develop best/worst case scenarios for input into a monthly financial plan.
- Responsible for driving 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 his/her account in a systematic way by identifying the strategy they will use to develop and grow the account profitably.
- Generate demand by assisting clients to identify current needs and articulating how NTT (Ltd) can add value through its services and solutions.
- Build enduring relationships and display an understanding of the client industry, business environment and strategy to identify current and future opportunities for NTT (Ltd).
- Effectively articulate how NTT can add value through our services and solutions
- Influence and work closely with vendors to achieve required results.
- Use NTT (Ltd)’s sales tools and methodology to effectively manage territory, accounts, opportunities, pipelines and forecast.
- Develop open and effective channels of communication in with each client within the assigned account.
- Encourage revenue growth by inspiring clients to additional services.
- Become the reliable point of contact for clients that is required to establish a strong business relationship.
- Drive to achieve revenue and margin targets and exploit opportunities, whilst displaying notable client service orientation.
- Implement and/or align governance and compliance policies in own practice area to identify and manage risk exposure liability.
- Monitor and control financial governance and compliance to ensure the effective management of financial cost.
- Take ownership of key clients within the assigned segment.

**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.
- 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 your client, building effec