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　　Manages sales directly to end-users of the organization’s products or services in a large specified geographic area, or is responsible for a specific industry or product segment on a national or geographic basis. Incumbents at the Director and Senior Director level typically manage other sales managers. Incumbents at the Manager level may manage only individual contributor sales account managers and may carry their own sales quota. The incumbent’s level may be determined by the size of the geographic area of responsibility (e.g., region vs. district vs. branch), the size or significance of the industry or product segment for which the incumbent is responsible, or other factors.

　　Working at NTT

　　A Client Manager is a quota-bearing sales persona and the primary purpose of the role is to take full ownership of named client accounts, retain these clients and find new business. The Client Manager is assigned a range of development and maintenance accounts and held accountable for the performance achievement of those accounts in terms of revenue retention, profitability management, and growth.

　　The Client Manager will work directly with clients at a variety of levels as well as internal sales teams such as Sales Specialists and pre-sales architects and post the sale; the delivery teams. They ‘champion’ the delivery teams’ understanding of the client’s solution requirements, and initiate improvement programs ensuring that the client remains committed to our solutions which leads to more sales opportunities.

　　Building and developing excellent stakeholder relationships with new and existing 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.

　　Responsibilities

　　Client ownership and relationship builder

　　Take primary responsibility for the client and act as internal client owner within assigned accounts

　　Manage and grow relationships to drive expansion and renewals across all solutions and services

　　Responsible for client solution penetration and education, account monitoring and portfolio reporting, and issue resolution ownership

　　Lead the business conversations at C-level

　　Become the reliable point of contact to further strengthen relationships

　　Client and industry expert

　　Gain insights into client’s most urgent business problems or business opportunities while linking how our solutions and services offerings can add client business value

　　Maintain a high level of the relevant industry, product, and service knowledge to have meaningful conversations and generally stay ahead of trends

　　Collect and analyze data to learn more about the client and the industry in which they operate

　　Owning the sales process

　　Collaboratively work with extended sales teams, especially Sales Specialists, pre-sales architects, and commercial architects to successfully position the solution and/or service and see the opportunity through to closure

　　Partner with internal teams to ensure the scope of work and proposals are tracked, managed, and delivered on time

　　Work closely with other in territory counterparts and matrix teams to achieve the shared goal of growth; yet are held accountable for own targets

　　Use NTT Ltd.’s sales methodologies and tools such as target plans, opportunity plans and account plans to support the sales process and data-driven insights

　　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

　　Maintain a pipeline of leads on Salesforce.com

　　Deal structuring

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

　　Engage in complex deal structuring and negotiation efforts designed to protect existing business and win new deals.

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

　　Client retention and expansion

　　Minimize churn and maximize retention in assigned accounts

　　Land, adopt, expand, renew – Identify client business needs with a view to help shape solution development by the wider pursuit teams

　　Actively search for expansion opportunities

　　Knowledge, Skills, and Attributes Required

　　Good knowledge of Managed Services across domains such as Networking, Collaboration, Data Centres, Security and so on

　　Client-centricity coupled with problem-solving

　　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 is 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

　　Customer value management and understanding profitability and ratios of clients

　　A strategic future thinker who anticipates and considers external and internal factors with the ability to develop long-term plans

　　Ability to ask the right questions and tell great stories and have empathy with the client’s challenges. Superior communication skills are a given.

　　Required Experience

　　You will need to demonstrate an impressive track record of selling solutions and managing enterprise accounts; especially Managed Services type accounts across multiple technology domains. These typically involve selling complex solutions and services to the C-suite in large enterprise accounts.

　　Proof of structuring large, multi-year profitable contracts

　　Demonstrate the ability to build strong relationships with clients across all levels

　　Strong experience in 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

　　Required Qualifications and Certifications

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

　　Business Acumen, Resource Optimization, Sales Pursuits, Structuring Deals

　　What will make you a good fit for the role?

　　Remote Type :

　　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

　　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!