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The Principal Client Partner is a quota-bearing sales persona and working with services teams to identify, develop, and close systems integration and Managed Service and outsourcing deals. As a Client Acq. Director focused on manages services, it is key to become a services expert and be known as the client’s trusted managed services advisor.

The Principal Client Partner will apply consulting-led sales skills and engage and close opportunities with decision-makers. They work directly with clients at a variety of levels as well as other internal sales expert teams such as Client Managers and pre-sales services-type architects and post the sale; the delivery teams that will manage the client’s outsourced solution. Deals often involve alignment on business outcome-led multi-product/multi-vendor solutions with services.

They ‘champion’ the delivery teams’ understanding of the client’s solution requirements, and initiate improvement programs ensuring that the client remains committed to our solutions which leads to more sales opportunities.

Building and developing excellent stakeholder relationships with clients, fully understanding the client and the industry in which they operate will be a core focus of this role. The focus will remain on converting the client to a managed services client resulting in multi-year renewals; deals may involve a long sales cycle.

A substantial amount of time will be spent on client engagement and engaged selling, but also liaising with internal teams to make sure the client’s needs are attended to. They are also the initial escalation point in removing challenges to drive the right outcomes for services opportunities to closure.

Responsibilities
Generate demand and selling managed services solutions:

• Generate demand by assisting clients to identify and qualify current needs and effectively articulate how NTT can add value through its services and solutions offered
• Address the objections that a client may pose in moving to a managed services solution
• Appropriately allocate sales time between assigned clients and new prospect opportunities; yet ensure the focus remains on the top clients/prospects and balance opportunity size with likely outcomes

Sales partnership:

• The success of the services agenda and successful sales will rely on the successful partnerships with others; this will include regional leads and services teams to work on the best outcome for the client
• Engage and coordinate with partners and/ or vendors to drive select deals through vendor-based opportunities
• Engage with the broader organization such as the Offer Management, Commercial Architecture, and Delivery teams to promote and support high-value services opportunities
• Participate in regional sales governance processes and Deal Clinics to profile opportunities

Managed Services industry trusted advisor:

• Build deep and long-term relationships with client leaders in a Managed Services opportunity and execute a competitive win strategy through understanding the client’s business requirements and competitive landscape
• Maintain a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in
• Contribute to the knowledge base of NTT Ltd.’s services solutions within a services practice by sharing best practices with internal teams as well as client teams; ensuring that internal teams are aware of typical client challenges

Deal construct:

• Help build and support commercial solutions for Managed Services solutions and design deals that meet client’s needs and ensure win/win solutions for both client and NTT
• Construct the managed services deal including the commercial modeling, negotiate contractual terms, mitigate legal risk and obstacles, and move the proposal to close to meet assigned quota

Drive the sales process:

• Manage a pipeline of opportunities and create and document a shared strategy to meet sales targets such as net new customer pursuit plans to land new logos, activities to achieve client satisfaction, minimize churn, cross-sell, upsell, revenue, and margin goals
• Collaboratively work with extended sales teams and commercial architects to successfully position the service and see the opportunity through to closure
• Partner with internal teams to ensure the scope of work and proposals are tracked, managed, and delivered on time
• Develop and implement an opportunity plan, to provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders
• Ensure data is accurate based on sales reporting standards to provide data-driven insights
• Support the negotiation of deals with clients and lead the internal account management team to enable the conclusion of services deals
• Contribute to the knowledge base of NTT’s solutions and services by sharing best practices, industry, and technology trends with internal stakeholders and clients
• Participate in regional reporting cadence as it relates to regional performance and major deal reviews

Skills Summary

Workplace type:

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