Regional Director GMNC Client Development

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Your day at NTT DATA

Regional Director of MNC Client Development will be accountable leading of team of Client Development Managers focused on finding growth in the regional GMNC accounts for NTT Data Solutions & services
This role involves leading and managing the identification of opportunities and closing of additional revenue from assigned MNC clients, including upselling and cross-selling of related products/services, client renewal, and retention results.
The GMNC Client Development function focuses on the achievement of annually assigned growth targets for expansion, enterprise takeovers (from other Cisco Partners) as well as incremental renewals, by
• Ensuring Product / Offer fit and offer innovation, to drive client business outcomes
• Engaging actively with Cisco GAMs, NTT Data GAMs and Client CXOs
• Constant modelling and iteration to optimize strategies and metrics for finding large and small opportunities for sustainable growth
Key to success will be a sound understanding of the competitive landscape, presence, strength (as well as weaknesses) globally as well as a solid understanding of the client and the industry in which they operate. The installed base data, analytics and modelling will be the core focus of this role to identify new growth opportunities for NTT DATA throughout the client lifecycle. In addition, a substantial amount of time will be spent on client engagement and engaged selling with the GMNC account team as well as all NTT data stakeholders to drive winning, profitable proposals that address the client’s needs.

What you'll be doing

• Comprehensive data analytics and modelling to execute client expansion plans
• Build a stable, growing pipeline of strategic business opportunities to win new strategic business deals in assigned accounts
• Continuously hunt from within the ‘expand’ lifecycle motion to exponentially drive growth and greater wallet share for NTT DATA
• Actively engage in regional account planning, relationship development by driving revenue and coaching global sales teams to win in closing expansion and takeover opportunities.
• Build, develop and ‘quarterback’ excellent stakeholder relationships with existing as well as new prospect clients.
• Understand NTT portfolio and services offering, client applications, use cases and market trends and have the skill to apply them to individual client and prospect situations that positions NTT DATA as an expert client advisor.
• Understand and articulate the alignment of specific client business and transformational goals to NTT DATA solutions and services.  
• Continually assess the client and market landscape and adapt accordingly, driving engagement utilizing the full scope of commercial, technical, and business skills within this team.
• Development of territories and quota for the sales team and effectively communicate to set performance expectations within the team.
• Work with other NTT DATA decision makers to own and drive the development of a sales strategy that will deliver the strategic business acquisition of contracts with significant annual revenue, aligned with the global and regional organisational strategy of NTT DATA.
• Engage with vendors and partners to create go-to-market strategies with their sales teams.
   

Knowledge, Skills and Attributes

• Significant experience and understanding of the NTT data solutions & services (as well as Cisco solutions) required to drive client outcomes
• Deep data and analytical skills, with the ‘know-how’ of how to convert and model for profitable growth
• Sales business acumen - Skills supporting successful selling through organisational and business outcome mindset.
• Proven track record in building self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement.
• Analytical and operationally strong, recognizing the adage that there is no shortcut to a sale and only a series of gates that need to be passed as effectively and expediently as possible.
• Ability to sell strategically, fostering deep and enduring client relationships built on value and trust from NTT’s portfolio of services.
• Sales client engagement and management - Skills used to effectively manage and analyse the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth.
• Ability to build long term strategic and C level rel