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.

Want to be a part of our team?

At NTT DATA we believe that by bringing people together, we can use our innovative technology and services to create a world that is connected, secure and sustainable. We encourage our people to be curious, to set a winning pace and unleash their potential, whilst partnering with our clients and partners to help our clients achieve their business transformation goals.

Have you led high value, strategic pursuit teams? If so, we want you to connect, grow and create with us, as a Strategic Client Director.

In this role you will achieve annually assigned Growth Profit targets, by understanding and utilizing sales planning and methodologies to identify business opportunities for NTT DATA business solutions, platform services, innovative technology, and technology consulting. You will lead a designated pursuit team that will; -

Working at NTT

Key Roles and Responsibilities:

• Build and develop excellent stakeholder relationships with new prospect clients. Fully understanding the client and the industry in which they operate will be a core focus of this role. 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.

• Understand and articulate the alignment of specific client business and transformational goals to NTT DATA solutions and services and be able to coherently describe to the client how we will help them achieve success in these areas.

• Map and target business opportunities, personas, and individuals to engage with insights with a designated strategic pursuit team.

• Facilitate access to and lead business conversations at C-level.

• Manage multi-tiered engagements in a complex environment, both internally and externallyand be able to branch out from IT related contacts to encompass other client business units including HR, Business Operations, Sales, Marketing, Service Delivery, Security, Risk and Compliance.

• Continually assess the client and market landscape and adapt accordingly, driving engagement with focus and momentum as a leader of a strategic pursuit sales team, utilizing the full scope of commercial, technical, and business skills within this team.

• Work with other NTT DATA decision makers to own and drive the development of a sales strategy that will deliver the strategic business acquisition of contracts with significant annual recurring revenue, aligned with the global and regional organisational strategy of NTT DATA.

• Define and drive the way sales, supported by the business, will approach the client, and determine the business opportunities that will achieve agreed targets, whilst enabling the client’s business and transformation goals.

• Engage with vendors and partners to create go-to-market strategies with their sales teams.

• Effectively manage and analyse the client throughout the client buying cycle, with the goal of improving client relationships and driving strategic sales success.

• Have the knowledge of NTT DATA innovative technology and services offering, client applications, use cases and market trends and have the skill to apply them to individual client and prospect situations that positions NTT DATA as an expert client advisor.

Knowledge, Skills and Attributes:

• Sales business acumen - Skills supporting successful selling through organisational and business outcome mindset. Success will require focusing on planning, leveraging tools and data, and concentrating on NTT Ltd business requirements. Developing the skills to understand your client’s business (including commercial and financial aspects) in order to bring value to them from NTT’s portfolio of services.

• Sales client engagement and management - Skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations. Developing the skills required to know your client, building effective and lasting relationships with them and to be seen as a trusted advisor.

• Sales solution skills - Knowledge of NTT Ltd.'s offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor. Success will require the ability to link NTT Ltd offerings, including high-value services to specific client and prospect needs and outcomes.

• Sales pursuit - Skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.

• Sales Pursuit

• Create comprehensive client business plans and engage in complex deal negotiation to build a stable, growing pipeline of strategic business opportunities.

• Engage in complex deal structuring and negotiation efforts designed to win new strategic business deals.

• Lead business negotiations for contracts ensuring deals are risk-free and profitable.

• Define and agree prospects and clients. Use your skills and knowledge that enable successful sales by identifying and advancing strategic opportunities.

• Optimise sales by building internal relationships, working with NTT DATA pursuit teams and work with our technology partners throughout the sales cycle.

• Individual ownership as well as accountability for coordinating internal and external resources to close strategic sales opportunities with significant annual recurring revenue.

• Engage and drive opportunity qualification for large or complex deals, ensure that the sales strategy is aligned to the client business objectives and clearly identifies how the solution delivered will enable client stated business and transformational goals.

• Responsible for the update and accuracy of sales tools/systems and sales reports.

• Drives the implementation of the globally agreed NTT DATA sales process, known as AIM (Access, Insight & Motion).

• Industry Knowledge and Experience

• Have the skills that drive successful selling through multi-industry experience and be of a business outcome mindset.

• Be able to plan, map and drive your colleagues to understand the client prospect business (including commercial and financial aspects) to bring value to the client from the NTT DATA portfolio.

• Have a good understanding of relevant industry business challenges, trends, key processes, and application of technologies to achieve business outcomes and client trust.

• Be a student of industry, able to demonstrate and utilize market knowledge relating to the strategic pursuit, including –

• Horizontal digital trends

• Industry trends and priorities

• Competition, partners, ecosystems, and macro-economic factors

• Have proven strategic and operational sales planning and management experience leading a strategic sales pursuit team and has continuously achieved agreed yearly targets, dealing with clients, and engaging to influence sales, with the onus for this role being at C-level.

• Have experience of selling methodologies such as TAS, Meddpicc, SPIN etc.

• Proven experience in Value Based Selling.

• Have excellent knowledge across IT domains such as Applications, Networking, Cloud, Employee Experience and Collaboration, Data Centre Services, Security, Managed Services, Consulting and Technical Services is vital to this role.

• Be client-centric, coupled with problem-solving, involving significant business acumen and commercial awareness. Strong negotiation skills to craft solutions that are beneficial to NTT DATA and our clients.

• Can pro-actively and independently identify and qualify opportunities; an entrepreneurial mindset is key, whilst being a natural team player – able to coordinate and liaise with delivery teams across multiple business areas.

• Be a quick learner to understand any new solutions that are ready to take to market, leading customer value management and understanding profitability and ratios of clients.

• Good presentation skills and can manage and present at all levels of executive management through to technical teams both internally and externally.

• A strategic future thinker who anticipates and considers external and internal factors, with the ability to develop long-term pursuit plans, asks the right questions tells great stories and have empathy with the client’s challenges. Superior communication skills are a given.

• Academic Qualifications and Certifications:

• A post-graduate type degree such as an MBA or similar would be very advantageous.

  Academic Qualifications and Certifications:

• Relevant Degree or Advanced Diploma

• Post-graduate qualification would be advantageous

• Relevant vendor certifications

Required Experience:

• Advanced experience in a similar role in a similar environment

• Advanced experience in a sales environment and/or customer service role

• Advanced sales and client engagement experience coupled with a good understanding of business, sourcing and technology market

• Advanced experience negotiating with clients and vendors

• Advanced experience with business to business and business to consumer sales techniques

• Experience providing mentoring and coaching to less experienced client managers

• Advanced experience analysing commercial information

• Experience working with Salesforce.com contact platform

Skills Summary

Account Management, Business Acumen, Client Relationship Management, Revenue Growth, Sales Pursuits, Solutions Selling, Structuring Deals

Workplace type :

Hybrid Working

Equal Opportunity Employer

NTT 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, color, sex, religion, national origin, disability, pregnancy, marital status, sexual orientation, gender reassignment, veteran status, or other protected category

Join 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.