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Senior Client Partner- Cloud and Managed Services
hace 1 mes
Grow Your Career with 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
Key Responsibilities:
Creates demand and selling Cloud Managed Services solutions -
- 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 -
- 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 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 organizational solutions and services by sharing best practices, industry and technology trends with internal stakeholders and clients.
- Participates in regional reporting cadence as it relates to regional performance and major deal reviews.
Knowledge and Attributes:
- Strong knowledge of cloud infrastructure principles and products.
- Understanding how networking works in a cloud environment to enable the design of effective solutions.
- Advanced understanding of and the ability to position the company’s services offerings that may span multiple technology domains across Managed Services, Support Services, Consulting Services and Technical Services.
- Advanced understanding of platform delivered services and how to articulate the value of standardized, centralized and optimized services.
- Proficiency in working with major cloud platforms such as Amazon Web Services (AWS), Microsoft Azure, Google Cloud Platform (GCP), and others.
- Advanced understanding of broader IT infrastructure components, such as servers, storage, virtualization, and data centers.
- Conversant with a business outcome led approach to sales.
- Advanced familiarity with document management platforms.
- Advanced understanding of cybersecurity principles to ensure data security and protection during collaboration efforts.
- Advanced understanding of financial statements and metrics, including revenue, expense control, and growth relative to market in order to hold strategic client conversations.
- Have the legal knowledge to discuss contracting with the client and understand how to position terms as a value exchange.
- Advanced client-centricity coupled with problem solving.
- Advanced business acumen and negotiation skills to craft solutions that are beneficial to the organization and the client.
- Ability to pro-actively and independently identify and qualify opportunities, an entrepreneurial mindset if 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.
Academic Qualifications and Certifications:
- Bachelor's degree or equivalent in a Technical or Sales field or related.
- Certifications such as Scotworks and Solution selling is desired.
- Solution Selling/SPIN certifications is desired.
- Desired technology certifications include (any one or more) - Azure (AZ900 – Azure Fundamentals), AWS (AWS Cloud Practitioner), VMWare (VTSP or VTSP for AWS/Azure), ITIL (Version 3 or later).
Required Experience:
- Advanced demonstrated track record of managed services solutions to large enterprise accounts.
- Advanced demonstrated experience structuring large, multi-year profitable contracts.
- Advanced demonstrated ability of building strong relationships with clients across all levels; but especially the C-suite.
- Advanced demonstrated experience of networking with senior internal and external people in the specialist area of expertise.
- Advanced demonstrated experience in managing the entire sales process, contracting process and legal implications of a deal.
Workplace type:
Hybrid Working Equal Opportunity Employer
NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Accelerate your career with us. Apply today
