Client Executive - Federal Civilian

Req ID: 262255 

NTT DATA Services strives to hire exceptional, innovative and passionate individuals who want to grow with us. If you want to be part of an inclusive, adaptable, and forward-thinking organization, apply now.

We are currently seeking a Client Executive - Federal Civilian to join our team in McLean, Virginia (US-VA), United States (US).

NTT DATA currently seeks a Growth Oriented Client Executive to join our Federal Civilian team in the Washington, DC area. 

 

The Client Executive will be responsible for revenue Growth, account P&L, and client satisfaction of all accounts in their portfolio. The Client Executive will be responsible for defining and executing the account strategy, defining and executing pursuit strategies, revenue forecasting, achieving all financial targets, service excellence, and overall client satisfaction.  This position requires a Federal Civilian industry focus, the understanding of a diverse solution offerings as well as management of a diverse portfolio, leveraging a remote and onsite model, who has the ability to interface with executives at all levels.

 

Roles and Responsibilities:

• Ensure financial targets are met for the account(s), including revenue, gross margin, profitability, days sales outstanding, etc. 
• Responsible for the annual operating plan and P&L for the account(s)
• Ensure that services are delivered in a way that maximizes the value of its global delivery model and achieves revenue, gross margin, contribution margin and other financial objectives for the account(s) in the most optimized approach.
• Ensure accurate and timely completion of monthly financial activities such as forecasting, invoicing, revenue recognition, and accounts receivable.
• Drive revenue portfolio growth to achieve or exceed annual operating plan.
• Maximize sales opportunities and account penetration within assigned account(s).
• Manage business development activity to expand the depth and breadth of NTT DATA’s presence at assigned account(s).
• Drive growth at assigned account(s) through problem solving and issue resolution.
• Lead the development of complex but achievable solutions.
• Engage NTT DATA’s senior leadership and expertise to add business value and create growth opportunities at the client site(s)
• Engage and leverage the full NTT DATA’s team to drive business development.
• Apprise clients of new product/service offerings
• Aggressively pursue client facing sales opportunities
  • Target Demand:  Network, prospect, seek referrals, and gain sponsorship to meet with key leaders at the account(s).
  • Create Demand:  Present industry insights, assess client direction and provide thought leadership that creates value for the client.
  • Shape Demand:  Uncover the critical success factors in client initiatives and shape buying criteria.  Develop business cases and value propositions.  Shape and validate the decision-making process.
  • Capture Demand:  Gather competitive intelligence, position NTT DATA’s proposal, build alignment to NTT DATA’s value proposition, present the business case, negotiate, and close the deal.
  • Fulfill Demand:  Proactively manage customer satisfaction, share results achieved, build client recognition of successes, and leverage client relationships for additional business.

• Proactively conduct non-client facing sales activities
  • Target Demand:  Conduct client and industry research, identify prospects (divisions, geographies, people, etc.), develop call plans and customize materials.
  • Create Demand:  Develop messages to gain client interest, create initial sales plans, map the client’s political landscape, and complete competitive analysis.
  • Shape Demand:  Orchestrate a team, create a differentiated solution, lead solutioning and pricing efforts, and frame the competitive strategy.
  • Capture Demand:  Finalize pursuit strategies, presentations, and internal approvals
  • Fulfill Demand:  Monitor results and communicate successes.

• Actively formulate and nurture strong relationships with senior managers and executives across the account(s), so that NTT DATA is viewed as a long-term strategic partner and trusted advisor
• Proactively demonstrate NTT DATA’s interest, understanding and commitment to the client(s) as a valued partner
• Develop a deep understanding of the client’s business issues, and tap NTT DATA’s organizational talent as required to serve the customer(s)
• Collaborate with practice leads and industry experts within NTT DATA to provide the client(s) with leading edge solutions
• Strive for 100% reference ability of assigned client(s)
• Ensure that NTT DATA is delivering quality services and that client issues are addresse