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Job Descrption

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The primary objective of the Senior Manager, Services Sales is to take responsibility for managing a team of Sales individuals and/or management to assist in the achievement of sales targets through the allocation of territories and targets resulting in outstanding sales performance. Their role is a combination of management, selling, coaching and leadership activities, with the objective of enabling their sales team to meet the sales targets assigned to them.

Manages sales directly to end-users of the organisation’s products or services in a large specified geographic area or is responsible for a specific industry or product segment on a national or geographic basis. Incumbents at the Director and Senior Director level typically manage other sales managers. Incumbents at the Manager level may manage only individual contributor sales account managers and may carry their own sales quota. The incumbent’s level may be determined by the size of the geographic area of responsibility (e.g., region vs. district vs. branch), the size or significance of the industry or product segment for which the incumbent is responsible, or other factors.

Working at NTT

Key Roles and Responsibilities:

• Identify market and client needs related to MS in the region and/or country.
• Contribute to the regional development of the Group Services Product, Managed Services portfolio vision and roadmap.
• Increase region’s adoption to global services, standards, and service architectures.
• Act as the interface between region GTM Sales Directors, Client Partners in the country, and region Product Development teams.
• Manages country MS Sales Managers in the region and Client Partners in the regional MS team.
• Own MS profit and loss, including revenue and operating profit and related TCV GP of MS bookings.
• Responsible for the co-ordination of the activities of sales teams, setting and measuring performance targets.
• Guide teams to deliver the best business outcome, ensuring a favourable price and protecting margins.
• Plans and organises multiple work outputs by assigning priorities and continuously reviewing objectives and goals.
• Set aggressive account strategies for regional accounts and support them to exploit all opportunities within this client base.
• Engage in account planning and assist the MS Client Partner in opportunity qualification for large or complex deals.

Knowledge, Skills and Attributes:

• Deep knowledge base on industry verticals as well as MS solutions and services
• Demonstrated management and leadership skills and ability to think at a tactical strategy level
• Strong written and oral communication skills
• Strong interpersonal skills with the ability to engage with a variety of stakeholders at different levels
• Analytical skills - ability to take the sales numbers and analyze them to find weaknesses in the system, cost-saving opportunities and redundancies.
• Good business financial skills. Demonstrable ability to perform cost benefit analysis and manage the budget of a team.
• Solid business negotiation skills, influence, conflict resolution, and political savvy
• Display excellent presentation skills, are innovative and have a formidable client orientation aptitude
• Resourceful and confidently handles pressure in critical situations, ensuring at all times that client requirements are met
• Have knowledge in services industry, service delivery models, process improvements, consumption models and multiple MS Portfolio offers and GTM solution areas
• Good knowledge in core Managed Service Portfolio offer artefacts, techniques, demos, tools and deliverables
• Empathy and ability to understand customer viewpoint and customer service
• High achieving, ambitious, and results-oriented
• Innovative, generating original solutions and lots of ideas
• Decisive and comfortable making decisions quickly

Academic Qualifications and Certifications:

• Tertiary level – bachelor’s with good experience; or post-graduate degree with experience in a leadership and management capacity
• Certification and working knowledge of ITIL, Service Management and Integration
• Certified Professional Sales Person (CPSP)

Required Experience:

• Extend experience with and understanding of the deliverables and value proposition of Managed Services within a product marketing context
• Extend experience in coordinating sales individuals within a similar industry, dealing with MS portfolio of services
• A good understanding of the vast range of IT Service Management and operations
• Extended client engagement and consulting experience coupled with solid experience in client needs assessment and change management
• Extended experience in relevant services and products and understanding of industry best practices
• Extended sales and client engagement experience
• Extended vendor relationship management to ensure an understanding of the vendor’s products business and services positioning
• Extend experience with SAFe/Scrum/Agile methodology (scale agile framework enterprise)
• Business development and pre-sales experience
• Extended technical background
• In depth knowledge and understanding of IT industry environment and business needs, combined with strong understanding of business process, sales methodologies, tools and processes
• Extended experience as a people and resource manager

Skills Summary

What will make you a good fit for the role?

Workplace type:

Hybrid Working

Equal Opportunity Employer

NTT is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, color, sex, religion, national origin, disability, pregnancy, marital status, sexual orientation, gender reassignment, veteran status, or other protected category

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