Senior Cloud Client Partner

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Your day at NTT DATA

The Senior Cloud Client Partner is an advanced 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 close managed service and outsourcing deals.

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

This role works directly with clients at a variety of levels, as well as other internal sales and delivery 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 cloud solutions with services.

This role ‘champions’ the delivery teams’ understanding of the client’s solution requirements, and initiates improvement programs ensuring that the client remains committed to 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 of this role remains on converting the client to a managed services client resulting in multi-year renewals; deals may involve a long sales cycle.

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

What you'll be doing

This is a remote position

Key Responsibilities:

Creates demand and selling Cloud Managed Services solutions in the Healthcare and Lifesciences space

• Creates demand by assisting clients to identify and qualify current needs and effectively articulates how the company can add value through its Cloud services and solutions offering.
• Responsible for addressing the objections that a client may pose in moving to a Cloud managed services solution.
• Appropriately allocates and decides 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.
• Collaborates with partners and/ or vendors to drive select deals through vendor-based opportunities.
• Collaborates with broader organization such as the Offer Management, Commercial Architecture and Delivery teams to promote and support high-value services opportunities.
• Directs regional sales governance processes and Deal Clinics to profile opportunities.

Managed Services industry trusted advisor in the Healthcare and Lifesciences space

• Responsible for building deep and long-term relationships with client leaders in a Managed Services opportunity and execute a competitive win strategy through understanding the client’s business requirements and competitive landscape.
• Directs the maintenance of a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in.
• Creates the knowledge base of organizational 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 -

• Directs the build and supports commercial solutions for Managed Services solutions and design deals that meet client’s needs and ensure win/win solutions for both client and the company.
• Responsible for constructing 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 -

• Accountable for managing a pipeline of opportunities and creating and documenting a shared strategy to meet sales target such as net new customer pursuit plans to land new logos, activities to achieve client satisfaction, minimize churn, cross-sell, upsell, revenue, and margin goals.
• Works across mul