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Key Client Manager

Location: Mumbai
Company: NTT America Solutions, Inc.
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Key Client Manager
Looking for the next step in your career? Enjoy a challenge? Do you have an ambition for innovation? Want to make a difference?
If you join our growing global team, you'll be working for an industry leader with offices across five continents, in over 47 countries and more than 28 000 employees. You will work with some of the leading world brands across the Fortune 100 and Fortune 500 companies - who are all relying on Dimension Data to help them use the power of technology to achieve their ambition in this digital era.You'll be part of a team who's passionate about making a difference to the way technology shapes how we live and work - whether it's protecting the rhino, connecting the G20 Summit, or revolutionising cycling, giving you the opportunity to do great things.
You'll be joining a Global Top Employer, recognised for investing in talent because people are at the heart of our success. You provide the skills, passion and ideas, and we'll provide the platform to realise your ambitions.Great talent. Great teams. Great work. Great opportunities.
Want to be part of our team?
The primary objective of the Client Manager: Key Accounts is to manage and grow relationships to drive expansion and renewals across all solution areas within key accounts in segments 2 and 3. They are required to realize revenue and margin targets and maximize sales opportunities through connecting client needs with NTT(Ltd) offerings and solutions..
Ideally, Key Client Managers are vertically structured, and their portfolio of accounts are in one or adjacent verticals.
Responsible for selling the company's products or services to and maintaining relationships with existing accounts.
What you'll be doing
Primary Segment Focus
- Existing clients
Secondary Segment Focus
- TBC
Sales Process Involvement
- Land, Adopt, Expand and Renew
Client Load
- Existing: 5 - 15
- Prospect: 0
Sales Time Allocation
- Pre-sales: 20%
- Engaged selling time: 30%
- Sales completion: 30%
- 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)
Key Roles and Responsibilities:
- Take ownership of a range of larger and more strategic clients within segments 2 and 3 by passionately advocating the client requirement, whilst keeping sight of the need to increase revenue and improve margins for NTT(Ltd).
- Realise revenue and margin targets and maximise sales opportunities through connecting client needs with NTT offerings and solutions
- Minimise churn and maximise retention as well as uncover sales opportunities in assigned accounts.
- Re-evaluate progress against revenue/profit goals monthly and develop best/worst case scenarios for input into a monthly financial plan.
- Responsible for driving client satisfaction throughout the entire lifecycle of the clients' buying process, by taking ownership for the commercial agreement for each client.
- Approaches the management of his/her account in a systematic way by identifying the strategy they will use to develop and grow the account profitably.
- Generate demand by assisting clients to identify current needs and articulating how NTT (Ltd) can add value through its services and solutions.
- Build enduring relationships and display an understanding of the client industry, business environment and strategy to identify current and future opportunities for NTT (Ltd).
- Effectively articulate how NTT can add value through our services and solutions
- Influence and work closely with vendors to achieve required results.
- Use NTT (Ltd)'s sales tools and methodology to effectively manage territory, accounts, opportunities, pipelines and forecast.
- Develop open and effective channels of communication in with each client within the assigned account.
- Encourage revenue growth by inspiring clients to additional services.
- Become the reliable point of contact for clients that is required to establish a strong business relationship.
- Drive to achieve revenue and margin targets and exploit opportunities, whilst displaying notable client service orientation.
- Implement and/or align governance and compliance policies in own practice area to identify and manage risk exposure liability.
- Monitor and control financial governance and compliance to ensure the effective management of financial cost.
- Take ownership of key clients within the assigned segment.
Knowledge, Skills and Attributes:
- Sales business acumen - The skills supporting successful selling through organizational 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 - The 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 & lasting relationships with them and to be seen as a trusted advisor.
- Sales solution skills - The 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 - The 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.
Academic Qualifications and Certifications:
- Relevant Degree or Advanced Diploma
- Post-graduate qualification would be advantageous
- Relevant vendor certifications
Required Experience:
- Solid experience in a similar role in a similar environment
- Proven experience in a sales environment and/or customer service role
- Proven sales and client engagement experience coupled with a good understanding of business, sourcing and technology market
- Proven experience negotiating with clients and vendors
- Solid experience with business to business and business to consumer sales techniques
- Demonstrable experience working as part of a sales team in a fast-paced environment
- Good experience analysing commercial information
- Experience working with Salesforce.com contact platform
What would make you a good fit for this role?
Standard career level descriptor for job level:
• Seasoned and experienced professional
• Has full understanding of specialisation area
• Resolves wide range of issues in creative ways
• Fully qualified, career level, career journey-orientated
• Uses good judgement in selecting tools and methods to solve problems
• Networks with senior internal and external people in own area of expertise
• Receives little instruction on day-to-day work, receives general instructions on new assignments
• Typically requires demonstrable related experience with a Bachelor's or equivalent degree; or moderate level experience and a Master's or equivalent degree; or a PhD or equivalent degree without experience; or equivalent work experience
Join our growing global team and accelerate your career with us. Apply today.
Equal opportunity employer
We are 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, sex, religion, national origin, disability, pregnancy, marital status, sexual orientation, gender reassignment, veteran status, or other protected category.
Is innovation part of your DNA? Do you want to enable a connected future for people, organizations, and society?
Join our growing global NTT family and you'll be part of the world's largest ICT company (by revenue). We've combined the capabilities of 28 remarkable companies to become one, leading technology services provider. Together, we help our people, clients, and communities do great things with technology to create a more secure and connected future.
We employ 40,000 people across 57 countries. By bringing together the world's best technology companies and emerging innovators, we work together to deliver sustainable outcomes to businesses and the world. Innovation is part of our DNA. We believe it's key to what makes us different. So, we strive to move forward, challenge the status quo, and drive excellence through the technologies we integrate and the services we deliver around the world. The result is connected cities, connected factories, connected healthcare, connected agriculture, connected conservation, connected mobility, and connected sport. Together we enable the connected future.
You'll be joining a global employer that is committed to attracting, growing and keeping the best talent. A place where you will be at the heart of our success!
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