DataCenter Sales Category Director

at  NTT Data

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.

KNOWLEDGE, SKILLS AND ATTRIBUTES:

Deep knowledge base on industry verticals as well as managed solutions and services with specific emphasis on;

• Datacenter Technologies inc. Storage, Network, Compute
• Software including Virtualisation, Hybrid Cloud and Private Cloud
• Technology and Service adjacencies including but not limited to Cloud, Datacentre, Security, Edge, IoT, OT, Automation, AI Ops, DevOps
• Well-developed management and leadership skills and ability to think at a tactical strategy level
• Strong written and oral communication skills
• Strong interpersonal skills with the ability to engage with a variety of stakeholders at different levels
• Analytical skills - ability to take the sales numbers and analyze them to find weaknesses in the system, cost-saving opportunities and redundancies.
• Solid business financial skills. Demonstrable ability to perform cost benefit analysis and manage the budget of a team.
• Good business negotiation skills, influence, conflict resolution, and political savvy
• Display excellent presentation skills, are innovative and have a formidable client orientation aptitude
• Resourceful and confidently handles pressure in critical situations, ensuring at all times that client requirements are met
• Have knowledge in services industry, service delivery models, process improvements, consumption models and multiple DC Portfolio offers and GTM solution areas
• Good knowledge in core DC Portfolio offer artefacts, techniques, demos, tools and deliverables
• Empathy and ability to understand customer viewpoint and customer service
• High achieving, ambitious, and results-oriented
• Innovative, generating original solutions and lots of ideas
• Decisive and comfortable making decisions quickly

ACADEMIC QUALIFICATIONS AND CERTIFICATIONS:

• Tertiary level – bachelor’s with moderate experience; or post-graduate degree with some experience in a leadership and management capacity
• Certification and working knowledge of ITIL, Service Management and Integration
• Certified Professional Sales Person (CPSP)

EXPERIENCE REQUIRED:

Experience with and understanding of the deliverables and value proposition of Managed Services within a product marketing context
Experience in coordinating sales individuals within a similar industry, dealing with DC portfolio of services
A good understanding of the vast range of IT Service Management and operations
Proven client engagement and consulting experience coupled with solid experience in client needs assessment and change management
Demonstrated experience in relevant services and products and understanding of industry best practices
Proven sales and client engagement experience
Good vendor relationship management to ensure an understanding of the vendor’s products business and services positioning
Experience with SAFe/Scrum/Agile methodology (scale agile framework enterprise)
Business development and pre-sales experience
Deep technical background
In depth knowledge and understanding of IT industry environment and business needs, combined with strong understanding of business process, sales methodologies, tools and processes
Experience as a people and resource manager
Workplace type:
Hybrid Working

WHAT YOU’LL BE DOING

Job Description
This person isn’t a ‘specialist or pre-sales person’ per se, they will have senior/exec level conversations about transformation and change and enough depth to interpret the customer requirements for the biggest deals and help us move the needle (at C level). This is a sales director category leader for Datacentre.
They will be on point with our largest alliance partners (Dell, Cisco, HPE) to drive a joint agenda and initiatives and ensure we follow up on commitments to drive change programmes and initiatives with named clients, helping specialists and architect teams aligned to the categories win. Ensuring best practice, including deal registration and programmes to maximise our margins.
Their role is a combination of management, selling, coaching and leadership activities, with the objective of enabling their sales team to meet the sales targets assigned to them.

KEY ROLES AND RESPONSIBILITIES:

• Identify market and client needs related to DC in the region and/or country.
• Develop detailed plans, goals, measures and reporting linked to driving sales execution across the DC portfolio, and complimentary partners eco systems.
• Contribute to the regional development of the Group Services Product, Managed Services portfolio vision and roadmap.
• Increase region’s adoption to global services, standards, and service architectures.
• Act as the interface between region GTM Sales Directors, Client Partners in the country, and region Product Development teams.
• This role may involve management of Client Partners (sales overlay specialists) in the regional and country DC teams, attracting top talent and instilling a performance and winning culture.
• Own DC profit and loss, including revenue and operating profit and related TCV GP of DC bookings.
• Responsible for the co-ordination of the activities of their sales teams, identifying target markets and accounts, and setting and measuring performance targets.
• Guide their teams to deliver the best business outcome, ensuring a favourable price and protecting margins.
• Plans and organises multiple work outputs by assigning priorities, continuously reviewing objectives and goals, and driving improvements and change where necessary.