Make an impact with NTT DATA
Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion – it’s a place where you can grow, belong and thrive.
Your day at NTT DATA
As a Senior Networking Services Client Partner at NTT DATA, you'll leverage your extensive expertise to identify, develop, and close managed service and outsourcing deals. Acting as a trusted advisor, you'll work directly with clients to understand their networking needs and engage decision-makers through consulting-led sales skills. Your focus will be on converting clients to managed services, ensuring multi-year renewals, and fostering long-term relationships.
You'll collaborate closely with our services teams, client managers, and pre-sales service architects to build tailored solutions that align with business outcomes. Your role will involve advising on networking solutions, drafting effective DATA governance frameworks, and ensuring the successful transition of clients to managed services, all while maintaining a high standard of client satisfaction.
Building and nurturing stakeholder relationships is key. You'll fully understand the clients' businesses and industries, allowing you to construct commercial solutions that meet clients' needs while ensuring mutual success. From negotiating commercial terms to mitigating risks, you'll be instrumental in driving the sales process and securing win-win solutions.
You'll manage a pipeline of opportunities, working across multiple sales teams to document strategies, track proposals, and ensure timely delivery. Your role will also involve consulting on the negotiation of deals and leading internal account management teams to bring services deals to a successful close. Additionally, you'll participate in regional performance reviews and major deal evaluations to ensure continuous improvement.
Key Responsibilities:
Ensures the generation of demand and selling Networking Managed Services solutions.
* Creates demand by assisting clients to identify and qualify current needs and effectively articulates how the company can add value through its Networking services and solutions offering.
* Responsible for addressing the objections that a client may pose in moving to a Networking managed services solution.
* Appropriately allocates and decides sales time between assigned clients and new prospect opportunities; yet ensure 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 successful partnership with others; this will include regional leads and services teams to work on the best outcome for the client.
* Collaborates with partners and/ or vendors to drive select deals through vendor-based opportunities.
* Collaborates with broader organization such as the Offer Management, Commercial Architecture and Delivery teams to promote and support high-value services opportunities.
* Directs regional sales governance processes and Deal Clinics to profile opportunities.
Managed Services industry trusted advisor -
* Responsible for building 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.
* Directs the maintenance of a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in.
* Creates the knowledge base of organizational 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 -
* Directs the build and supports commercial solutions for Managed Services solutions and design deals that meet client’s needs and ensure win/win solutions for both client and the company.
* Responsible for constructing the managed services deal including the commercial modelling, negotiate contractual terms, mitigate legal risk and obstacles, and move the proposal to close to meet assigned quota.
Drives the sales process -
* Accountable for managing a pipeline of opportunities and creating and documenting a shared strategy to meet sales target 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.
* Works across multiple sales teams and commercial architects to successfully position the service and see the opportunity through to closure.
* Works across multiple internal teams to ensure scope of work and proposals are tracked, managed and delivered on time.
* Creates and consults on the implementation of 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.
* Responsible for ensuring data is accurate based on sales reporting standards to provide data-driven insights.
* Consults on the negotiation of deals with clients and lead the internal account management team to enable conclusion of services deals.
* Consults on the knowledge base of organizational solutions and services by sharing best practices, industry and technology trends with internal stakeholders and clients.
* Participates in regional reporting cadence as it relates to regional performance and major deal reviews.
Knowledge and Attributes:
* Advanced understanding of and the ability to position the company’s services offerings that may span multiple technology domains across Managed Services, Support Services, Consulting Services and Technical Services.
* Advanced understanding of platform delivered services and how to articulate the value of standardized, centralized and optimized services.
* Strong knowledge of network security principles and products.
* Advanced understanding of broader IT infrastructure components, such as servers, storage, virtualization, and data centers.
* Conversant with a business outcome led approach to sales.
* Advanced familiarity with document management platforms.
* Advanced understanding of financial statements and metrics, including revenue, expense control, and growth relative to market in order to hold strategic client conversations.
* Have the legal knowledge to discuss contracting with the client and understand how to position terms as a value exchange.
* Advanced client-centricity coupled with problem solving.
* Advanced business acumen and negotiation skills to craft solutions that are beneficial to the organization and the client.
* Ability to pro-actively and independently identify and qualify opportunities, an entrepreneurial mindset if key.
* Natural team player – ability to coordinate and liaise with delivery teams across multiple business areas.
* Quick learner to understand any new solutions that are ready to take to market.
Academic Qualifications and Certifications:
* Bachelor's degree or equivalent in a Technical or Sales field or related.
* Certifications such as Scotworks and Solution selling is desired.
* Solution Selling/SPIN certifications is desired.
* Desired technology certifications include AWS Cloud Practitioner Essentials Training, MS Azure Fundamentals Training or latest equivalent are also desirable.
Required Experience:
* Advanced demonstrated track record of managed services solutions to large enterprise accounts.
* Advanced demonstrated experience structuring large, multi-year profitable contracts.
* Advanced demonstrated ability of building strong relationships with clients across all levels; but especially the C-suite.
* Advanced demonstrated experience of networking with senior internal and external people in the specialist area of expertise.
* Advanced demonstrated experience in managing the entire sales process, contracting process and legal implications of a deal.
Workplace type:
Hybrid Working
About NTT DATA
NTT DATA is a $30+ billion business and technology services leader, serving 75% of the Fortune Global 100. We are committed to accelerating client success and positively impacting society through responsible innovation. We are one of the world’s leading AI and digital infrastructure providers, with unmatched capabilities in enterprise-scale AI, cloud, security, connectivity, data centers and application services. Our consulting and industry solutions help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have experts in more than 50 countries. We also offer clients access to a robust ecosystem of innovation centers as well as established and start-up partners. NTT DATA is part of NTT Group, which invests over $3 billion each year in R&D.
Equal Opportunity Employer
NTT DATA 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, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Join our growing global team and accelerate your career with us. Apply today.
Third parties fraudulently posing as NTT DATA recruiters
NTT DATA recruiters will never ask job seekers or candidates for payment or banking information during the recruitment process, for any reason. Please remain vigilant of third parties who may attempt to impersonate NTT DATA recruiters—whether in writing or by phone—in order to deceptively obtain personal data or money from you. All email communications from an NTT DATA recruiter will come from an @nttdata.com email address. If you suspect any fraudulent activity, please contact us.