Networking Client Partner
il y a 1 mois
NTT is a leading global IT solutions and services organisation that brings together people, data and things to create a better and more sustainable future.
In today's 'iNTTerconnected' world, connections matter more now than ever. By bringing together talented people, world-class technology partners and emerging innovators, we help our clients solve some of the world's most significant technological, business and societal challenges.
With people at the heart of our success, NTT is committed to attracting and growing the best talent and providing an environment where everyone feels they can belong and their contribution matters.
Your career here is about believing in yourself, and taking on great opportunities and new challenges.It's about growing your skills and expertise in your current role and preparing yourself for the future. That's why we encourage you to take every opportunity to grow your career within our great global team.Are you ready to take the next step in your career?
A Networking Client Partner is a quota-bearing sales persona and working with services teams to identify, develop, and close systems integration and Networking Managed Service and outsourcing deals. As a client partner focused on Networking managed services, it is key to become a services expert and be known as the client's trusted Networking managed services advisor.The Networking 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 Networking solutions with services.
They 'champion' the delivery teams' understanding of the client's solution requirements, and initiates 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 right outcomes for services opportunities to closure.
As a Client Partner, you will have the opportunity to partner with some of the biggest global organisations and helping them convert to new business models.
What you'll be doing
Key Roles and Responsibilities:
- Generate demand by assisting clients to identify and qualify current needs and effectively articulate how NTT can add value through its Network services and solutions offering
- Address the objections that a client may pose in moving to a Network managed services solution
- Appropriately allocate 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
- Engage and co-ordinate with partners and/ or vendors to drive select deals through vendor-based opportunities
- Engage with the broader organisation 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 modelling, 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 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
- 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 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 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
Knowledge, Skills and Attributes:
- Knowledge of network security principles and products
- Demonstrate an understanding of and the ability to position NTT's services offerings that may span multiple technology domains across Network Managed Services, Support Services, Consulting Services and Technical Services
- Solid understanding of platform delivered services and how to articulate the value of standardised, centralised and optimised services.
- Conversant with a business outcome led approach to sales.
- Understanding broader IT infrastructure components, such as servers, storage, virtualization, and data centres
- Understand 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
- Understand each team member's skills and knowledge and coach team members to drive team effectiveness
- Client-centricity coupled with problem solving.
- A comprehensive understanding of networking technologies and an awareness of IoT concepts and how they impact network design
- Strong business acumen and negotiation skills to craft solutions that are beneficial to NTT 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:
- A Degree in a Technical or Sales field are preferred but not essential
- Negotiation Skill methodologies such as Scotworks
- Solution Selling/SPIN skills
Required Experience:
- You will need to demonstrate an impressive track record of managed services solutions to large enterprise accounts. These typically involve selling complex solutions and services to the C-suite in large enterprise accounts.
- Proof of structuring large, multi-year profitable contracts
- Seasoned ability of building strong relationships with clients across all levels; but especially the C-suite
- Seasoned experience of networking with senior internal and external people in the specialist area of expertise
- Experience in managing the entire sales process, contracting process and legal implications of a deal
- Seasoned sales, client engagement and business development experience with requisite understanding of relevant markets and market penetration strategies
- Experience in managing the entire sales process, contracting process and legal implications of a deal
Skills Summary
DevOps, Network Management, Network Performance, Routing, Routing and Switching, Software Defined Networking (SDN)What will make you a good fit for the role?
Workplace type:
Hybrid WorkingJoin our growing global team and accelerate your career with us. Apply today.
A career at NTT means:
- Being part of a global pioneer – where you gain exposure to our Fortune 500 clients and world-leading global technology partners and work with a network of over 40,000 smart and diverse colleagues across 57 countries, delivering services in over 200 countries.
- Being at the forefront of cutting-edge technology – backed with a 150-year heritage of using technology for good. With 40% of the world's internet traffic running on our network and where Emoji were first invented, you can be proud of the group's many new 'firsts'.
- Making a difference – by doing meaningful work that helps to shape the future for our clients, and across industries and communities around the world.
- Being your best self – in a progressive 'Connected Working' environment that promotes flexibility, connection and wellbeing. Where diversity and different perspectives are embraced to ensure equal opportunities for all.
- Having ongoing opportunities to own and develop your career – with a personal and professional development plan and access to the broadest learning offerings in the industry.
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