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 Territory Client Manager is to manage and grow relationships.
This is done by driving expansion and renewals across all solutions within assigned accounts in segment 3. Working at NTT Primary Segment Focus Existing clients Secondary Segment Focus TBC Sales Process Involvement Land, Adopt, Expand and Renew Client Load Existing : 15 - 50 Prospect : 0 Sales Time Allocation Pre-sales : 10% Engaged selling time : 35% Sales completion : 35% 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) Stakeholder Engagement Internal : Pre-sales, Sales Specialists, Renewals Reps and other internal resources External : Clients, vendors Value Chain Linkage TBC Skills and Attributes Sales Pursuit Identifies clients and buyers with problem the majority of Dimension Data solutions can solve.
Understands the conditions where clients are open or ready to solve the problem with you and actively creates needs into Dimension Data 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 on-going monitoring during execution. Works with Dimension Data 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 clients’ expectations. Can present solutions and close deals with little internal Dimension Data 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 of 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 Understands relevant stakeholders’ relationships to other potential buyers within the client’s organisation.
Regularly creates and updates client influence maps for all IT and LOB buyers and plans for potential future opportunities for each individual buyer.
Regularly updates and prioritises clients throughout the year, and appropriately allocates sales time between them. Prioritises client efforts using data analysis based on multiple criteria.
Segments clients into sales strategies defined by land, adopt, expand and renew potential. Proactively identifies client and internal issues.
Collects information and suggests potential solutions for LOB buyers. Builds strong business relationships with clients to understand business needs, business environment and challenges.
Can show strong relationships with 1-2 LOB buyers at each client. Reactively answers customer questions and directs them to appropriate resources.
Makes quality decisions that are in the shared interest of the client and Dimension Data. Actively works to achieve plan and provides guidance to account team on how to achieve plan.
Manages plans and identifies off-track items. Solution Knowledge Identifies needs and shows basic Dimension Data technology / solution value propositions meeting those needs in later meetings or after research.
Immediately brings in relevant specialists to help communicate more complex solution-specific value propositions to clients.
Demonstrates basic understanding of Dimension Data technology / solution products and can say how they compare to generic competitive offerings.
Shows intermediate understanding of changes in the technology industry through conversations with clients and Dimension Data teams.
Understands sources of information on technology trends and can identify which information to bring back to a client. Can discuss technical and support services offerings across a single solution and brings in relevant services specialists whenever the client meets threshold for manages services help.
Matches a solution to a Dimension Data story / use case for the majority (3-4) of solutions. Brings in other Dimension Data internal resources for expertise in other solutions.
Resource Optimisation Increases internal network to include strong relationships with other Dimension Data teams and some other internal business functions (accounting, marketing, sales leadership, etc.
Can differentiate between the characteristics of effective and dysfunctional teams. Identifies when team is not working well and creates a documented plan with clear items to steer the team back in the right direction.
Has strong working relationships with partners to provide support to clients. Understands how to identify the correct partners and how to use partner resources to increase Dimension Data sales volume through vendors.
Business Acumen Understands the financial statements and can show the impact of sales results to IT buyers. Brings in help from managers and peers to communicate insights.
Understands and works toward most critical success factors for a healthy pipeline (e.g. win rate, client buying process).
Holds at least bi-weekly opportunity pipeline review meetings with his / her manager. Proactively builds and executes gap plans if pipeline predicts low sales target achievement.
Can successfully identify commercial architecture opportunities. Can independently create high-level commercial architecture models.
Relies on help from other internal Dimension Data roles only for very complex solutions. Has a basic understanding of the legal aspects of contracting and can create a basic contract for non-complex managed services solutions.
Relies heavily on legal help and advice. Work Outputs Buying process The Territory Client Manager is responsible for driving client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership for the commercial agreement for each client.
This individual engages with clients to address concerns and provide recommends possible solutions that can be delivery by Dimension Data.
Through client interaction this position is able to uncover sales opportunities within the assigned accounts. Develop account strategy These employees use their engagement skills to establish their account strategy with key stakeholders (focus of power, focus of receptivity, focus of dissatisfaction) in the specific account.
They build enduring relationships and display an understanding of the client industry, business environment and strategy to identify current and future opportunities for Dimension Data.
Ensure client satisfaction They drive passionately for client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership for the commercial agreement for each client.
They aim to achieve revenue and margin targets and exploit opportunities, whilst displaying notable client service orientation.
The Territory Client Manager is required to establish a strong business relationship by becoming a reliable point of contact.
Generate demand from clients The Territory Client Manager manages and grows relationships to drive the expansion and renewals across all solutions within assigned accounts in segment 3.
One of the Territory Client Manager’s primary goals is to minimize churn and maximise retention across assigned accounts.
The Territory Client Manager is accountable for creating and maintaining strategic opportunity plans. They are able to generate demand by assisting clients to identify current needs (turning clients’ implied needs into explicit needs), and then effectively articulate how Dimension Data can add value through the available services and solutions.
They leverage their relationship skills and knowledge of the client environment to assist and influence the client at every stage of the buying cycle, and to position Dimension Data favourably compared to competitors.
They have the ability to influence and work closely with vendors, partners and internal employees to achieve the required results.
Effective use of sales tools and methodologies They use Dimension Data’s sales tools (e.g. Salesforce.com) and methodology to effectively manage their accounts, opportunities, pipelines and forecast.
This individual uses the information captured on the available sales tools to assess sales performance in relation to set targets and quotas.
The Territory Client Manager analyses this data to find the most effective sale methods. Stakeholder Management This individual collaborates with Pre-sales, Sales Specialists, Renewals Reps and other internal resources to ensure successful service delivery.
The Territory Client Manager influence and works closely with vendors to achieve required results. Ensure governance Territory Client Managers develop and / or align governance and compliance policies in own practice area to identify and manage risk exposure liability.
They assess, surface and mitigate buyer centric risks that could prove detrimental to the buyer’s credibility or could derail an initiative altogether.
Ensure financial compliance These individuals monitor and control financial governance and compliance to ensure the effective management of financial cost.
Territory Client Managers identifies who in Dimension Data holds budget authority and actively pursue opportunities to obtain access to the budget.
They aim to achieve revenue and margin targets and to maximise sales opportunities through connecting client needs with Dimension Data offerings and solutions.
Next career steps Client Manager Key Client Manager Education Required General Qualification in Sales (Degree / Advance Diploma) Certifications Required Relevant Vendor Certification Work Experience Required 4-6 years’ work experience proven work experience in a similar role At least 4 years work experience in a Sales environment and or customer service role.
Experience with business to business and business to consumer sales techniques Strong management skills Proven ability to use Saleforce.
com contact platform Must demonstrate the ability to meet deadlines Experience in marketing or advertising (advantageous) What will make you a good fit for the role?