The team you'll be working with:
NTT DATA Inc. Partner & Alliances | Alliance Business Development Manager
As part of the NTT DATA Inc. Partner and Alliances team, this role requires an energetic, detail-orientated person, experienced in sales and/or business development as well as a comprehensive understanding of Alliance Partner technologies.
What you'll be doing:
The main tasks are:
Sales Partnership and Enablement
Enable the internal sales organisation to:
Articulate the Alliance Partner/NTT value propositions and offers
Identify white-space opportunities for Alliance Partner-based solutions using the current customer base
Address common objections the client may pose
Monetise solutions based on Alliance Partner technologies
Provide the best offer/proposal for NTT customers using Alliance Partner technologies
Unlock funding and incentives through Alliance Partner programs
Engage and co-ordinate with Alliance Partner stakeholders such as local Partner Development Manager, Account Executives, Account Technology Strategists as well as 3rd party vendors to drive demand generation through vendor-based opportunities
Facilitate the relationships between members of the internal sales organisation and Alliance Partner stakeholders. This includes facilitation of joint account planning activities, joint GTM, pro-active demand generation campaigns and follow up to ensure momentum is built and retained
Engage with the broader organisation such as solution architects from the internal Alliance Partner Team, Specialist Sales, Industry leads and delivery teams to promote and support high-value services opportunities
Pipeline creation and optimisation. The Alliance BD Manager is to jointly create qualified pipeline with the Alliance Lead, sales teams and their Alliance Partner counterparts, based on Alliance Partner and NTT priorities, pro-actively engaging with the Alliance Partner and NTT account and sales teams
Management of the Referrals section of Alliance Partner Console/Centre for the specific region/country.
Grow the brand awareness of NTT within the partner and market and evangelizes the joint solutions with the partner to become top of mind with the partner
Trusted Advisor
Build deep relationships with Client Managers, Sales Specialists, Pre-Sales architects, and assist them in executing competitive wins through understanding the Microsoft technology and solution stack value propositions
Build deep relationships with Alliance Partner Development Managers, local Account Execs, local Industry leads and Partner Solution Architects to make NTT top of mind with the local Alliance Partner community to generate more opportunities
Maintain a high level of relevant knowledge to have meaningful conversations with clients, Alliance Partner personnel and about industry verticals
Contribute to the knowledge base of NTT DATA Inc’s services solutions by sharing best practices with both internal and external teams, ensuring these teams are aware of typical client challenges that can be resolved through joint Alliance Partner solutions
What experience you'll bring:
Required Knowledge, Skills and Attributes
· The ability to tactically identify sales opportunities and how to address these using combined NTT and Alliance Partner value propositions when working with the sales organisation
· Able to focus and execute in a changing environment
· Ability to make things happen
· Conversant with a business outcomes-led approach to sales
· Understanding of financial statements and metrics to hold a strategic client conversation
· Problem solving individual who takes initiative and collaborates well with both internal and external stakeholders
· Great presentation, verbal, and writing skills; ability to communicate complex ideas effectively across a wide range of audience levels and functions
· Strong business acumen and negotiation skills to craft solutions beneficial to NTT, and the client, based on Alliance Partner technologies and solutions
· Ability to proactively and independently identify and qualify opportunities
· Highly collaborative self-starter who ensures alignment and builds optimal relationships with key stakeholders
· Action-orientated, quick learner who can meet deadlines, with the capability to manage a range of projects while consistently delivering results
Required Experience
· Demonstrated track record of cloud services/solutions sales
· Demonstrated sales, client engagement, and business development experience with the requisite understanding of relevant markets and market penetration strategies
· Good interpersonal, communication, and organisational skills
· Good relationship building skills with the ability to engage with a variety of internal and external stakeholders
· Good team player and display good attention to detail
· Solution Selling skills
#J-18808-Ljbffr