In a constantly changing world, we work together with our people, clients and communities to enable them to fulfill their potential to do great things. We believe that by bringing everyone together, we can solve problems using innovative technology that can create a world that is sustainable and secure. At NTT, we encourage you to remain continuously curious, as that is what keeps you fast, flexible and relevant. No two days will be the same but that is what will help you grow and realize your full potential. The power is in your hands to do great things. It’s time to lead the change, be the authentic you, to solve difficult challenges, to set the pace of change and to unleash your potential. Want to be a part of our team?The primary objective of the Client Manager: Key Accounts is to manage and grow relationships to drive expansion and renewals across all solution areas within key accounts in segments 2 and 3. They are required to realize revenue and margin targets and maximize sales opportunities through connecting client needs with NTT(Ltd) offerings and solutions. "Responsible for selling the company’s products or services to and maintaining relationships with existing accounts." Working at NTT Primary Segment Focus Existing clients Secondary Segment Focus TBC Sales Process Involvement Land, Adopt, Expand and Renew Client Load Existing: 5 – 15 Prospect: 0 Sales Time Allocation Pre-sales: 20% Engaged selling time: 30% Sales completion: 30% Sales Facilitation: 20% Solution Focus Primary: Partnership and Foundational All solution areas Sales Strategy with Buyers & Products Existing: Retention (current products) and Penetration (new/different products) Stakeholder Engagement Internal: Client Managers, Client Partners: Strategic Partnerships, Sales Specialists, Customer Success External: Suppliers, Clients Skills and Attributes Sales Pursuit Identifies clients and buyers with problem the majority of NTT(Ltd) solutions can solve. Understands the conditions where clients are open or ready to solve the problem with you and actively creates needs into NTT(Ltd) opportunities to meet pipeline targets in SFDC. Proactively orders opportunities and balances reactive issues as necessary. Regularly updates and prioritises opportunities for all accounts throughout the year, and appropriately allocates sales time between clients and opportunities. Highlights sales process plan risk areas throughout the entire sales process for on-going monitoring during execution. Works with NTT(Ltd) resources to help execute and advance the sales process. Comes prepared to client meetings with understanding of the target audience and the NTT(Ltd) solutions that can reach that audience. Uses various opportunity tools (e.g., strategic opportunity plans) to clearly define expected ROI of a solution in order to develop trusting relationships. Able to co-create solutions with LOB buyers. Creates solutions across multiple (2 to 3) solutions where appropriate to design complete solutions that solve stated client problems. Prepares and runs negotiating meetings to achieve an objective. Maintains a neutral distance from conflicts that arise during negotiations. Independently negotiates opportunities and creates proposals that exceed clients’ expectations. Can present solutions and close deals with little internal NTT(Ltd) help. Understands right time to close by identifying buying signals. Identifies areas for improvement in closing deals. Proactively pursues training and development. Understands and states expectations of all of the roles involved in the opportunity and how they work together in the sales process. Holds internal planning sessions before each client visit. Client Management Understands relevant stakeholders’ relationships to other potential buyers within the client’s organisation. Regularly creates and updates client influence maps for all IT and LOB buyers and plans for potential future opportunities for each individual buyer. Creates near-term (
