At NTT we believe that by using innovative technology we can solve global challenges and create a world that is sustainable and secure.
We are looking for curious people, from diverse backgrounds, that are keen to work in a fast-paced and agile environment.
At NTT we trust our employees to do the right thing, even when no one is watching, which is why we offer flexibility in the workplace.
The majority of our roles are hybrid, meaning we encourage a balance of working from home and our local office. Ask our recruitment team if this is a hybrid role.
Want to be a part of our team?
The Principal Client Manager : Global / Mulit-national Accounts will work to manage and grow relationships to drive expansion and renewals across all solution areas within assigned global client.
This position maximises sales opportunities through connecting client needs with NTT(Ltd) offerings and solutions.
Sells the organization’s products or services to, and maintains relationships with, typically one to three existing key country accounts.
Manages sales activities for assigned named country accounts, rather than an assigned territory. Primary point-of-contact sales manager for account regardless of account’s geographic location.
May be a team leader and provide professional leadership and coordination for team on a single, key, country account
Working at NTT
Primary Segment Focus
Secondary Segment Focus
Sales Process Involvement
Land, Adopt, Expand and Review
GAP Existing : 1
Prospect : 0
Sales Time Allocation
Pre-sales : 10%
Engaged selling time : 35%
Sales completion : 35%
Sales Facilitation : 20%
Primary : Partnership and Foundational
Any BU / GTM solution
Sales Strategy with Buyers & Products
Existing : Retention (current products) and Penetration (new / different products)
Key Roles and Responsibilities :
Prioritises all opportunities based on 3 to 5 criteria (e.g. revenue, probability to close, complexity of sale, client potential, sales cycle) and uses necessary resources to close must-win deals.
Creates solutions across multiple (2 to 3) solutions where appropriate to design complete solutions that solve stated client problems.
Realise revenue and margin targets and maximise sales opportunities through connecting client needs with NTT (Ltd) offerings and solutions.
Independently negotiates opportunities and creates proposals that exceed clients’ expectations.
Creates long-term (>
8 months) strategic account plans for all clients that show a clear vision for the future of the business relationship and regularly achieves business results.
Independently leads conversations with LOB buyers about the impact of financial statements to focus on managing the business to deliver results.
Create and deliver revenue growth goals established in conjunction with executive management and the assigned global account.
Establish and maintain an engagement model and process with the partner and build credibility and opportunity within the global assigned client.
Be fully aware of and understand the International Trade Policy.
Drive client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership for the commercial agreement for each client.
Contributes, participates and presents in new business efforts and presentations and will continuously develop the partner and higher relationships for exchange of ideas that will lend to the success of the partnership.
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 Advanced Degree, e.g. MBA would be advantageous
Relevant vendor certifications
Required Experience :
Significant experience in a global partner management position
Substantial experience in a sales environment and / or customer service role
Solid experience in the IT or professional services industry with a focus on business development and / or sales
Proven experience in driving alignment to a common vision and working across multiple stakeholders to achieve sales growth
Strong sales orientation with experience working with clients and business teams to create sales-orientated solutions and services
Experience in a management position advantageous
Experience with successful partner management
Proven experience working with Salesforce.com contact platform
Solid business and / or sales development experience
What will make you a good fit for the role?
Standard career level descriptor for job level :
Have broad expertise, uses skills to achieve goals in creative and effective ways
Works on significant issues
Creates formal networks involving coordination among groups
Exercises independent judgment in methods, techniques and evaluation criteria to obtain results
May supervise the activities of others
Typically requires extensive related experience with a Bachelor’s or equivalent degree; or extensive experience and a Master’s or equivalent degree;
or a PhD or equivalent with moderate experience; or equivalent experience
Join our growing global team and accelerate your career with us. Apply today.
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.