Client Partner

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A Senior Digital Collaboration Services Client Partner is a quota-bearing sales persona and working with services teams to identify, develop, and close systems integration and Collaboration Managed Service and Contact Center as a Service opportunities. As a Senior Client Partner focused on Employee Experience Managed Service and Customer Experience Manager Services opportunities it is key to become a services expert and be known as the client’s trusted managed services advisor.

Working at NTT

Key Roles and Responsibilities:

Create demand and selling Employee Experience (MEX) and Client Experience (MCX)managed services solutions -

• Create demand by assisting clients to identify and qualify current needs and effectively articulate how NTT can add value through its Managed Services and solutions offering
• Responsible for addressing the objections that a client may pose in moving to a managed services solution
• Appropriately allocate 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
• Collaboration with partners and/ or vendors to drive select deals through vendor-based opportunities
• Collaboration 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 -

• 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 NTT’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 -

• 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 NTT
• 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

Drive 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
• Work across multiple sales teams and commercial architects to successfully position the service and see the opportunity through to closure
• Works across multiple internal teams to ensure scope of work and proposals are tracked, managed and delivered on time
• Creates and consults on the implementation of an opportunity plan, to provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders
• Responsible for ensuring data is accurate based on sales reporting standards to provide data-driven insights
• Consults on the negotiation of deals with clients and lead the internal account management team to enable conclusion of services deals
• Consults on the knowledge base of NTT’s solutions and services by sharing best practices, industry and technology trends with internal stakeholders and clients
• Participate in regional reporting cadence as it relates to regional performance and major deal reviews

Knowledge, Skills and Attributes:

• Strong understanding of and the ability to position NTT’s services offerings that may span multiple technology domains across Managed Services, Support Services, Consulting Services and Technical Services
• Strong knowledge of Genesys, Webex and CX One CCaaS platforms
• Strong understanding of platform delivered services and how to articulate the value of standardised, centralised and optimised services.
• Strong understanding of cloud-based UCaaS services and solutions, such as