Senior Client Manager In a constantly changing world, we work together with our people, clients and communities to enable them to fulfill their potential to do great things.
We believe that by bringing everyone together, we can solve problems using innovative technology that can create a world that is sustainable and secure.
At NTT, we encourage you to remain continuously curious, as that is what keeps you fast, flexible and relevant. No two days will be the same but that is what will help you grow and realize your full potential.
The power is in your hands to do great things. It’s time to lead the change, be the authentic you, to solve difficult challenges, to set the pace of change and to unleash your potential.
Want to be a part of our team?The primary responsibility of the Senior Client Manager is to take full ownership of his / her assigned accounts.
Their key focus is to manage and grow relationships to drive land, expansion and renewals across all solutions within assigned accounts.
They are required to pursue leads identified by aligned lead generation representatives. "Responsible for selling the company’s products or services to and maintaining relationships with existing accounts.
Working at NTT Primary Segment Focus Existing clients New clients Secondary Segment Focus New Sales Process Involvement Land, Expand & Renew Solution Focus Networking, Data Centres, CX & WP, Security, Digital Sales time allocation Pre-sales : 30% Engaged selling time : 25% Sales completion : 30% Sales facilitation : 15% Client Load Existing clients : 5-10 Prospect clients : 10-20 Sales strategy Existing buyers : Retention (current products) and Penetration (new / different products) New buyers : Conversion (current and new / different products) Stakeholder Engagement Internal : Pre-sales, Sales Specialists, Renewals Reps and other internal resources External : Clients, Vendors Skills and Attributes Sales Pursuit Effectively identifies and qualifies prospects with little support.
Proactively searches for new prospects by conducting market research. Will call on all types of prospects and has established service strong relationships with stakeholders.
Identifies clients and buyers with problem the majority of NTT(Ltd) solutions can solve. Understands the conditions where client are open or ready to solve the problem with you and actively creates needs into NTT(Ltd) opportunities to meet pipeline targets in SFDC.
Proactively orders opportunities and balances reactive issues as necessary. Regularly updates and prioritises opportunities for all accounts throughout the year and appropriately allocates sales time between clients and opportunities.
Highlights sales process plan risk areas throughout the entire sales process for ongoing monitoring during execution. Works with NTT(Ltd) resources to help execute and advance the sales process.
Understands the concept of a solution and crafts an ROI-impactful solution with help; Able to co-create solutions with IT buyers.
Creates solutions across multiple (2 to 3) solutions where appropriate to design complete solutions that solve stated client problems.
Prepares and runs negotiating meetings to achieve an objective. Maintains a neutral distance from conflicts that arise during negotiations.
Independently negotiates opportunities and creates proposals that exceed client’s expectations. Can present solutions and close deals with little internal NTT(Ltd) help.
Understands right time to close by identifying buying signals. Identifies areas for improvement in closing deals. Proactively pursues training and development.
Understands and states expectations of all the roles involved in the opportunity and how they work together in the sales process.
Holds internal planning sessions before each client visit. Client management Creates near term (