Job Information
NTT America Solutions, Inc. Client Partner – Managed Networking & SASE in Barneveld, Netherlands
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.
Your day at NTT DATA
Responsible for identifying, developing, and closing managed SDWAN, managed LAN and managed SASE services projects. Is a sales specialist who works alongside generic sales account managers. Focus is on generating new leads and opportunities (hunter profile) in the enterprise market (3.000-50.000 FTE prospect base) and converting these into wins. Candidate should have a business network within this prospect base and with stakeholders in the market. Candidate should have experience in the managed services industry ideally involved with managed LAN/workplace, managed connectivity and managed security. Applies sales skills to engage and close opportunities with decision-makers. Deals will involve a long sales cycle (typically between 6 and 12 months).
What you'll be doing
Key roles and responsibilities:
Generate demand by assisting prospects to identify and qualify current needs and effectively articulate how NTT can add value through its services and solutions offerings.
Build deep & long-term relationships with key prospect leaders in managed services opportunity and execute a competitive win strategy through understanding the client’s business requirements and competitive landscape.
Build commercial solutions for SDWAN/connectivity/LAN/SASE managed solutions and design deals that meet client’s needs and ensure win/win solutions for both client and NTT.
Drives overall sales engagement, commercial modelling & negotiate contractual terms, mitigate risk/obstacles and move the proposal to close.
Manage a pipeline of opportunities and create and document a shared strategy to meet sales target (e.g., a net new customer pursuit plan to land new logos, activities to achieve client satisfaction, minimize churn, cross-sell, upsell, revenue, and margin goals).
Ensure data accuracy and alignment to regional reporting standards for client partner assigned deals within the pipeline reporting tool.
Lead the negotiation of deals with clients and lead the internal account management team to enable conclusion of the deal.
Promote complex and integrated solutions and services to drive new contracts
Contribute to the knowledge base of NTT’s solutions and services by sharing best practices, industry and technology trends with internal stakeholders and clients.
Engage and co-ordinate with the partner/vendor community to drive select deals through vendor-based on predefined vendor role for the segment.
Create and maintain critical relationships with internal team members to help guide opportunities to appropriate resources and win support for key client initiatives.
Knowledge, skills and attributes
Demonstrate an understanding of and the ability to position NTT DATA’s offerings
Appropriately allocate sales time between assigned prospect opportunities; ensure focus on the top clients/prospects and balance opportunity size with likely outcomes.
Understand financial statements and metrics, including revenue, expense control, and growth relative to market in order to hold strategic client conversations.
Have the legal knowledge to discuss contracting with the client and understand how to position terms as a value exchange
Understand each team member’s skills and knowledge and coach team members to drive team effectiveness
Solution Selling skills (SPIN etc)
Presentation skills
Full professional proficiency in English and Dutch
Academic qualifications and certifications:
Bachelor or Master
Negotiation Skills (example Scotworks)
Experience required:
Solid sales experience (6 years +) with global, international enterprise accounts
Industry knowledge at a specialist level regarding managed SDWAN/LAN/SASE and how to consult across IT director and C-level
A good understanding of the vast range of IT operations and NTT service offerings
Demonstrated new business sales, client engagement and business development experience with requisite understanding of relevant markets and market penetration strategies
Career level descriptor for job level:
Experienced professional, open for growth
Has good understanding of specialisation area
Feels good in a sales specialist role (this is not a generic sales role)
Is able to work in a large organisation with many (internal) stakeholders
Resolves wide range of issues in creative ways
Career journey-orientated
Uses good judgement in selecting tools and methods to solve problems
Networks with internal and external people in own area of expertise
Willing to adjust and to learn. Open for feedback and instructions
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.