Make an impact with NTT DATA
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Your day at NTT DATA
The Client Manager is a seasoned retail subject matter expert. This is a senior quota-bearing sales persona and is primarily responsible for taking full ownership of assigned accounts and manages and grows relationships to drive innovation, expansion and renewals across all service divisions areas. This role can do so by leveraging industry knowledge, company's tools and resources and methodologies to analyze the client’s situation and business requirements.
This role possesses advanced planning skills to coordinate the interaction of several company, vendor and client role-players in different geographies during the sales engagement.
The Client Manager displays strategic thinking capabilities, a high level of business acumen and deep knowledge of the latest retail trends in terms of consulting and technology sales methods and approaches.
What you'll be doing
Key Responsibilities:
- Strong stakeholder management skills, political acumen and the ability to navigate complex siloed environments.
- Manages and grows relationships to drive expansion and renewals across all solution areas within assigned regional clients.
- Builds relationships and influences stakeholders.
- Works with and through company's network of offices to deliver an excellent client experience in each relevant market.
- Realizes revenue and margin targets and maximizes sales opportunities through connecting client needs with company offerings and solutions.
- Develops and drives organization strategy with local client managers within assigned regional accounts.
- Uses engagement skills to establish account strategies with key stakeholders (focus of power, focus of receptivity, focus of dissatisfaction).
- Minimizes churn and maximizes retention in assigned accounts.
- Use company's sales tools (for example, Salesforce.com) and methodology to effectively manage the accounts, opportunities, pipelines and forecast.
- Be fully aware of and understand the International Trade Policy.
- Meets or exceeds quota targets through comprehensive account management.
- Grows the profitability, revenues and client satisfaction levels for company’s regional clients’ portfolio.
- Drives passionately for client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership for the commercial agreement for each client.
- Generates demand by assisting clients to identify current needs (turning clients’ implied needs into explicit needs), and then effectively articulating how company can add value through services and solutions.
- Approaches the management of the account in a systematic way by identifying the strategy which will be used to develop and grow the account profitably.
- Performs vulnerability analysis of company's position in comparison to that of competitors and vendors to ensure the client’s requirement is at the heart of the proposed solution.
- Positively influences and enables financial control, governance and compliance in a region throughout area of specialization to prevent and reduce financial costs.
- Acts as first point of contact for client issues.
Knowledge 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 company business requirements. Developing the skills to understand the client’s business (including commercial and financial aspects) in order to bring value to them from the company'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 the client, building effective and lasting relationships with them and to be seen as a trusted advisor.
- Sales solution skills. The knowledge of the company’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 company 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:
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Bachelor's degree or equivalent in business or a sales related field.
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Relevant vendor certifications would be advantageous
- Retail specific certifications would be advantageous
Required Experience:
- Seasoned experience in a global partner management role.
- Seasoned experience in a retail sales environment and/or retail customer service role.
- Seasoned experience in the IT or professional services industry with a focus on retail business development and/or sales.
- Seasoned experience in driving alignment to a common vision and working across multiple stakeholders to achieve sales growth
- Seasoned sales orientation with experience working with clients and business teams to create sales-orientated solutions and services.
- Seasoned experience gained in a similar client manager role.
- Seasoned experience working with Salesforce.com contact platform.
Additional Career Level Description:
Knowledge and application:
- Ability to engage and align multiple stakeholders with conflicting priorities
- Skilled at reading organizational dynamics, influencing decision-makers, and managing competing interests.
- Seasoned, experienced professional; has complete knowledge and understanding of area of technology applications in retail.
- Uses evaluation, judgment, and interpretation to select right course of action.
- Can ensure innovative and strategic outcomes
- Ability to engage and align multiple stakeholders with conflicting priorities
- Skilled at reading organizational dynamics, influencing decision-makers, and managing competing interests.
- Comfortable operating in ambiguity, balancing diplomacy with assertiveness
- Can break down silos and foster cross -functional cooperation
- Capable of articulating ideas clearly to different levels of leadership either at the same time or independently.
Problem solving:
- Works on problems of diverse scope where analysis of information requires evaluation of identifiable factors.
- Resolves and assesses a wide range of issues in creative ways and suggests variations in approach.
Interaction
- Ability to engage and align multiple stakeholders with conflicting priorities
- Skilled at reading organizational dynamics, influencing decision-makers, and managing competing interests.
- Seasoned, experienced professional; has complete knowledge and understanding of area of technology applications in retail.
- Uses evaluation, judgment, and interpretation to select right course of action.
- Can ensure innovative and strategic outcomes
- Ability to engage and align multiple stakeholders with conflicting priorities
- Skilled at reading organizational dynamics, influencing decision-makers, and managing competing interests.
- Comfortable operating in ambiguity, balancing diplomacy with assertiveness
- Can break down silos and foster cross -functional cooperation
- Capable of articulating ideas clearly to different levels of leadership either at the same time or independently.
Impact:
- Able to manage a team of direct and indirect reportees
- Impacts short to medium term goals through personal effort or influence over team members.
- Impacts strategic direction of owned accounts
Accountability:
- Accountable for own targets and delivery with work reviewed at critical points.
- Work is done independently and is reviewed at critical points.
Workplace type:
Hybrid Working
About NTT DATA
NTT DATA is a $30+ billion trusted global innovator of business and technology services. We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize and transform for long-term success. We invest over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies. Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation and management of applications, infrastructure, and connectivity. We are also one of the leading providers of digital and AI infrastructure in the world. NTT DATA is part of NTT Group and headquartered in Tokyo.
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.
