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 responsibility of the Territory Client Manager is to manage and grow relationships. This is done by driving expansion and renewals across all solutions within assigned accounts in segment 3.Responsible for selling the company’s products or services to and maintaining relationships with existing accounts.Working at NTTPrimary Segment FocusExisting clientsSecondary Segment FocusTBCSales Process InvolvementLand, Adopt, Expand and RenewClient LoadExisting: 15 - 50Prospect: 0Sales Time AllocationPre-sales: 10%Engaged selling time: 35%Sales completion: 35%Sales Facilitation: 20%Solution FocusPrimary: Partnership and FoundationalAll solution areasSales Strategy with Buyers & ProductsExisting: Retention (current products) and Penetration (new/different products)Key Roles and Responsibilities: Manage and grow relationships to drive expansion and renewals across all solutions within assigned accounts in segment 3.Minimise churn and maximise retention as well as uncover sales opportunities in assigned accounts.Responsible for driving client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership for the commercial agreement for each client.Engages with clients to address concerns and provide recommends possible solutions that can be delivery by NTT(Ltd).Generate demand by assisting clients to identify current needs.Build enduring relationships and display an understanding of the client industry, business environment and strategy to identify current and future opportunities for NTT (Ltd).Effectively articulate how NTT can add value through our services and solutionsInfluence and work closely with vendors to achieve required results.Use NTT(Ltd)’s sales tools and methodology to effectively manage territory, accounts, opportunities, pipelines and forecast.Develop open and effective channels of communication in with each client within the assigned account.Encourage revenue growth by inspiring clients to additional services.Become the reliable point of contact for clients that is required to establish a strong business relationship.Aim to achieve revenue and margin targets and exploit opportunities, whilst displaying notable client service orientation.Implement and/or align governance and compliance policies in own practice area to identify and manage risk exposure liability.Monitor and control financial governance and compliance to ensure the effective management of financial costKnowledge, 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 Degree or Advanced DiplomaRelevant vendor certificationsRequired Experience:Experience in a similar role in a similar environmentSome experience in a sales environment and/or customer service roleProven sales and client engagement experienceExperience negotiating with clients and vendorsExperience with business to business and business to consumer sales techniquesExperience working as part of a sales team in a fast-paced environmentSome experience analysing commercial informationExperience in marketing or advertising would be advantageousExperience working with Salesforce.com contact platformWhat will make you a good fit for the role?Standard career level descriptor for job level:• Develops professional experience• Applies policy and procedures to solve variety of issues• Problems are moderate in nature• Build productive internal and external working relationships• Receives general instructions on routine work• Receives detailed instructions on new work• Typically needs a Bachelor’s or equivalent and entry or basic level experience; or an advanced or equivalent degree without experience; or equivalent work experienceJoin 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.
