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Client Manager, Transactional Accounts Sales

Closing: Sep 22, 2023

1 day remaining

Published: Sep 8, 2023 (13 days ago)

Job Requirements

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Job Summary

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Knowledge, Skills, and Attributes Required

  • Good knowledge of Managed Services across domains such as Networking, Collaboration, Data Centres, Security and so on
  • Client-centricity coupled with problem-solving
  • Strong business acumen and negotiation skills to craft solutions that are beneficial to NTT and the client
  • Ability to pro-actively and independently identify and qualify opportunities; an entrepreneurial mindset is key
  • Natural team player – ability to coordinate and liaise with delivery teams across multiple business areas
  • Quick learner to understand any new solutions that are ready to take to market
  • Customer value management and understanding profitability and ratios of clients
  • A strategic future thinker who anticipates and considers external and internal factors with the ability to develop long-term plans
  • Ability to ask the right questions and tell great stories and have empathy with the client’s challenges. Superior communication skills are a given.

Required Experience

  • You will need to demonstrate an impressive track record of selling solutions and managing enterprise accounts; especially Managed Services type accounts across multiple technology domains. These typically involve selling complex solutions and services to the C-suite in large enterprise accounts.
  • Proof of structuring large, multi-year profitable contracts
  • Demonstrate the ability to build strong relationships with clients across all levels
  • Strong experience in networking with senior internal and external people in the specialist area of expertise
  • Experience in managing the entire sales process, contracting process, and legal implications of a deal

Required Qualifications and Certifications

  • A post-graduate type degree such as an MBA or similar would be advantageous.


Responsibilities

Knowledge, Skills, and Attributes Required

  • Good knowledge of Managed Services across domains such as Networking, Collaboration, Data Centres, Security and so on
  • Client-centricity coupled with problem-solving
  • Strong business acumen and negotiation skills to craft solutions that are beneficial to NTT and the client
  • Ability to pro-actively and independently identify and qualify opportunities; an entrepreneurial mindset is key
  • Natural team player – ability to coordinate and liaise with delivery teams across multiple business areas
  • Quick learner to understand any new solutions that are ready to take to market
  • Customer value management and understanding profitability and ratios of clients
  • A strategic future thinker who anticipates and considers external and internal factors with the ability to develop long-term plans
  • Ability to ask the right questions and tell great stories and have empathy with the client’s challenges. Superior communication skills are a given.

Required Experience

  • You will need to demonstrate an impressive track record of selling solutions and managing enterprise accounts; especially Managed Services type accounts across multiple technology domains. These typically involve selling complex solutions and services to the C-suite in large enterprise accounts.
  • Proof of structuring large, multi-year profitable contracts
  • Demonstrate the ability to build strong relationships with clients across all levels
  • Strong experience in networking with senior internal and external people in the specialist area of expertise
  • Experience in managing the entire sales process, contracting process, and legal implications of a deal

Required Qualifications and Certifications

  • A post-graduate type degree such as an MBA or similar would be advantageous.


Client ownership and relationship builder

  • Take primary responsibility for the client and act as internal client owner within assigned accounts
  • Manage and grow relationships to drive expansion and renewals across all solutions and services
  • Responsible for client solution penetration and education, account monitoring and portfolio reporting, and issue resolution ownership
  • Lead the business conversations at C-level
  • Become the reliable point of contact to further strengthen relationships

Client and industry expert

  • Gain insights into client’s most urgent business problems or business opportunities while linking how our solutions and services offerings can add client business value
  • Maintain a high level of the relevant industry, product, and service knowledge to have meaningful conversations and generally stay ahead of trends
  • Collect and analyze data to learn more about the client and the industry in which they operate

Owning the sales process

  • Collaboratively work with extended sales teams, especially Sales Specialists, pre-sales architects, and commercial architects to successfully position the solution and/or service and see the opportunity through to closure
  • Partner with internal teams to ensure the scope of work and proposals are tracked, managed, and delivered on time
  • Work closely with other in territory counterparts and matrix teams to achieve the shared goal of growth; yet are held accountable for own targets
  • Use NTT Ltd.’s sales methodologies and tools such as target plans, opportunity plans and account plans to support the sales process and data-driven insights
  • Develop and implement 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
  • Maintain a pipeline of leads on Salesforce.com

Deal structuring

  • Create comprehensive client business plans and engage in complex deal negotiation to build a stable, growing pipeline of current and future business opportunities.
  • Engage in complex deal structuring and negotiation efforts designed to protect existing business and win new deals.
  • Lead business negotiations for contracts ensuring deals are risk-free and profitable
  • Client retention and expansion
  • Minimize churn and maximize retention in assigned accounts
  • Land, adopt, expand, renew – Identify client business needs with a view to help shape solution development by the wider pursuit teams
  • Actively search for expansion opportunities


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