Global Accounts Director, Sales

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 AND ATTRIBUTES:

• Significant knowledge of Managed Services across domains such as Networking, Cloud, Collaboration, Data Centers, Security and Applications.
• Excellent Client-centricity coupled with problem-solving abilities.
• Significant business acumen and negotiation skills to craft solutions that are beneficial to the organization 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.
• 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.
• Significant ability to ask the right questions and tell great stories and have empathy with the client’s challenges.
• Significant communication skills are a given.

ACADEMIC QUALIFICATIONS AND CERTIFICATIONS:

• Bachelor’s degree or equivalent in business management or related field.
• Relevant technology certifications are desirable.
• SPIN or Solutions Selling certifications are preferred.

REQUIRED EXPERIENCE:

• Significant 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.
• Significant proof of structuring large, multi-year profitable contracts.
• Significant experience building strong relationships with clients across all levels, preferably gained within a global technology services organization.
• Significant experience in networking with senior internal and external people in the specialist area of expertise.
• Significant experience in managing the entire sales process, contracting process, and legal implications of a deal.
  Workplace type:
  Hybrid Working

KEY RESPONSIBILITIES:

• Accountable for obtaining set performance targets as well as maximizing sales opportunities through connecting clients’ needs with company offerings and solutions.
• Takes primary responsibility for the client and acts as internal client owner within assigned account.
• Manages and grows 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.
• Facilitate access to and lead the business conversations at C-level and becomes the reliable point of contact to further strengthen relationships.
• Gains insights into client’s most urgent business problems or business opportunities while linking how our solutions and services offerings can add client business value.
• Maintains a high level of the relevant industry, product, and service knowledge to have meaningful conversations and generally stay ahead of trends.
• Collaboratively works 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.
• Works closely with other in territory counterparts and matrix teams to achieve the shared goal of growth; yet are held accountable for own targets.
• Uses sales methodologies and tools such as target plans, opportunity plans and account plans to support the sales process and data-driven insights.
• Develops and implements 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.
• Work with country sales teams to maintain a pipeline of leads on Salesforce.com.
• Creates comprehensive client business plans and engages in complex deal negotiation to build a stable, growing pipeline of current and future business opportunities.
• Engages in complex deal structuring and negotiation efforts designed to protect existing business and win new deals.
• Lands, adopts, expands, renews – Identifies client business needs with a view to help shape solution development by the wider pursuit teams.