Client Partner - Managed Security Services at NTT DATA

Mumbai, maharashtra, India -

Full Time

Start Date

Immediate

Expiry Date

14 Mar, 26

Salary

0.0

Posted On

14 Dec, 25

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Sales Skills, Client Engagement, Managed Security Services, Consulting-Led Sales, Stakeholder Relationships, Negotiation Skills, Business Acumen, Problem-Solving, Team Coordination, Contracting Knowledge, Industry Knowledge, Opportunity Qualification, Pipeline Management, Commercial Solutions, Client-Centricity, Networking

Industry

IT Services and IT Consulting

Description

Make an impact with NTT DATA Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion – it’s a place where you can grow, belong and thrive. Job Profile - Client Partner - Managed Security Services (MSS) Job Profile Summary Responsible for identifying, developing, and closing managed security services outsourcing projects. Applies sales skills to engage and close opportunities with decision-makers Job Description A Client Partner – MSS is a quota-bearing sales persona and working with services teams to identify, develop, and close Managed Security Service outsourcing deals. As a client partner focused on MSS, it is key to become a services expert and be known as the client’s trusted MSS advisor. Client Partners – MSS 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 platform offering & multi-product/multi-vendor solutions with services. 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 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 security 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 the right outcomes for services opportunities to closure. MSS Client Partners have the opportunity to partner with some of the biggest global organizations and help them convert to new business models. Responsibilities to generate demand and selling managed security services solutions Generate demand by assisting clients to identify and qualify current needs and effectively articulate how NTT can add value through its security services and solutions offered and address the objections that a client may pose in moving to a managed security services solution. Appropriately allocate sales time between assigned clients and new prospect opportunities; yet ensure the 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 the successful partnerships with others; this will include regional leads and services teams to work on the best outcome for the client Engage with broader organizations 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 Security Services industry trusted advisor Build deep and long-term relationships with client leaders in a Managed Security 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 security 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 Security Services solutions and design deals that meet client’s needs and ensure win/win solutions for both client and NTT Construct the managed security services deal including the commercial modeling, 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 targets 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 the 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 the 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 Required Demonstrate an understanding of and the ability to position NTT’s security services offerings that may span multiple technology domains across Managed Security Services which includes platform based offering and partner based offerings Solid understanding of platform delivered services and how to articulate the value of standardized, centralized, and optimized services. Conversant with a business outcome-led approach to sales & Understand financial statements and metrics, including revenue, expense control, and growth relative to the 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 Strong business acumen and negotiation skills to craft solutions that are beneficial to NTT and the client & Ability to proactively 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 Required Experience You will need to demonstrate an impressive track record of managed security services solutions to large enterprise accounts. These typically involve selling complex platform based 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; but especially the C-suite Demonstrated 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 Demonstrated sales, client engagement, and business development experience with the requisite understanding of relevant markets and market penetration strategies & Experience in managing the entire sales process, contracting process, and legal implications of a deal Required Qualifications A Degree in a Technical or Sales field is preferred but not essential Motivated self driven team player with negotiation skill Workplace type: About NTT DATA NTT DATA is a $30+ billion business and technology services leader, serving 75% of the Fortune Global 100. We are committed to accelerating client success and positively impacting society through responsible innovation. We are one of the world’s leading AI and digital infrastructure providers, with unmatched capabilities in enterprise-scale AI, cloud, security, connectivity, data centers and application services. Our consulting and industry solutions help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have experts in more than 50 countries. We also offer clients access to a robust ecosystem of innovation centers as well as established and start-up partners. NTT DATA is part of NTT Group, which invests over $3 billion each year in R&D. Equal Opportunity Employer NTT DATA 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, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Join our growing global team and accelerate your career with us. Apply today. Third parties fraudulently posing as NTT DATA recruiters NTT DATA recruiters will never ask job seekers or candidates for payment or banking information during the recruitment process, for any reason. Please remain vigilant of third parties who may attempt to impersonate NTT DATA recruiters—whether in writing or by phone—in order to deceptively obtain personal data or money from you. All email communications from an NTT DATA recruiter will come from an @nttdata.com email address. If you suspect any fraudulent activity, please contact us.

Responsibilities

The Client Partner - MSS is responsible for identifying, developing, and closing managed security services outsourcing projects while engaging with decision-makers. They must build strong relationships with clients and ensure their needs are met through effective collaboration with internal teams.