Collaboration Client Partner

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Your day at NTT DATA

A Collaboration Client Partner is a seasoned subject matter expert and is also a quota-bearing sales persona. This role has the primary responsibility to work with services teams to identify, develop, and managed service and outsourcing deals.

This role is recognized as the client’s trusted collaboration managed services advisor and applies consulting led sales skills to engage and close opportunities with decision-makers.

The Collaboration Client Partner applies consulting led sales skills to engage and close opportunities with decision-makers. They work directly with clients at a variety of levels as well as other internal sales expert teams such as Client Managers and pre-sales services-type architects and post the sale; the delivery teams that will manage the client’s outsourced solution. Deals often involve alignment on business outcome led multi-product/multi-vendor solutions with services.

They ‘champion’ the delivery teams’ understanding of the client’s solution requirements, and initiates improvement programs ensuring that the client remains committed to our solutions which leads to more sales opportunities.

Building and developing excellent stakeholder relationships with clients, fully understanding the client and the industry in which they operate will be a core focus of this role. The focus will remain on converting the client to a managed services client resulting in multi-year renewals; deals may involve a long sales cycle.

A substantial amount of time will be spent on client engagement and engaged selling, but also liaising with internal teams to make sure the client’s needs are attended to. They are also the initial escalation point in removing challenges to drive right outcomes for services opportunities to closure.

As a Collaboration Client Partner this role has the opportunity to partner with some of the biggest global organizations, helping them convert to new business models.

What you'll be doing

Key Responsibilities:

Generates demand and selling Collaboration Managed Services solutions -

• Generates demand by assisting clients to identify and qualify current needs and effectively articulate how the company can add value through its Collaboration services and solutions offering.
• Addresses the objections that a client may pose in moving to a Collabor managed services solution.
• Appropriately allocates sales time between assigned clients and new prospect opportunities; yet ensure focus remains on the top clients/prospects and balance opportunity size with likely outcomes.

Sales partnership -

• The success of the services agenda and successful sales will rely on successful partnership with others; this will include regional leads and services teams to work on the best outcome for the client.
• Engages and coordinates with partners and/ or vendors to drive select deals through vendor-based opportunities.
• Engages with the broader organization such as the Offer Management, Commercial Architecture and Delivery teams to promote and support high-value services opportunities.
• Participates in regional sales governance processes and Deal Clinics to profile opportunities.

Managed Services industry trusted advisor -

• Builds deep and long-term relationships with client leaders in a Managed Services opportunity and executes a competitive win strategy through understanding the client’s business requirements and competitive landscape.
• Maintains a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in.
• Contributes to the knowledge base of the company's services solutions within a services practice by sharing best practices with internal teams as well as client teams; ensuring that internal teams are aware of typical client challenges.

Deal construct -

• Helps build and support commercial solutions for Managed Services solutions and design deals that meet client’s needs and ensure win/win solutions for both client and the organization.
• Constructs the managed services deal including the commercial modelling, negotiate contractual terms, mitigate legal risk and obstacles, and move the proposal to close to meet assigned quota.

Drives the sales process -

• Manages a pipeline of opportunities and creates and documents a shared s