ㆍManaged Cloud Information Solutions apply consulting-led sales skills and engage and close opportunities with decision-makers.
ㆍThey work directly with clients at a variety of levels as well as other internal sales expert teams such as Client Managers and
presales services-type architects and post the sale; the delivery teams that manages the client’s outsourced solution.
ㆍDeals often involve alignment on business outcome-led multi-product/vendor solutions with services.
ㆍThey ‘champion’ the delivery teams’ understanding of the client’s solution requirements, and initiate improvement programs
ensuring that the client remains committed to our solutions which leads to more sales opportunities.
ㆍBuilding 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.
ㆍThe focus remain on converting the client to managed services and cloud solution client resulting in multi-year renewals; deals may involve a long
sales cycle.
Roles & Responsibilities
Managed Services Client Partner is responsible for sales target pipeline management on Cloud Managed
Services & MCIS products and its business development by taking opportunity ownership.
ㆍGenerate demand and selling managed services and cloud solutions
ㆍSuccessful partnerships with others; including regional leads and services teams to work on the best outcome for the client
ㆍBuild deep and long-term relationships with client leaders in a Managed Services and Cloud Solutions opportunity and execute a competitive win
strategy through understanding the client’s business requirements and competitive landscape
ㆍHelp build and support commercial solutions for Managed Services solutions and design deals that meet client’s needs and
ensure win/win solutions for both client and NTT
ㆍManage a pipeline of opportunities and create/document a shared strategy to meet sales targets 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
Knowledge, Skills & Attributes
ㆍDemonstrate an understanding of and the ability to position NTT’s services offerings that may span multiple technology domains across Managed Services and Cloud Solutions, Support Services, Consulting Services, and Technical Services
ㆍSolid understanding of Cloud delivered services and how to articulate the value of standardized, centralized, optimized services.
ㆍConversant with a business outcome-led approach to sales.
ㆍUnderstand financial statements and metrics, including revenue, expense control, and growth relative to the market in order to
hold strategic client conversations.
ㆍHave the legal knowledge to discuss contracting with the client and understand how to position terms as a value exchange
Understand each team member’s skills and knowledge and coach team members to drive team effectiveness Client-centricity
coupled with problem-solving.
ㆍStrong business acumen and negotiation skills to craft solutions that are beneficial to the client
ㆍNatural team player – ability to coordinate and liaise with delivery teams across multiple business areas
ㆍQuick learner to understand any new solutions that are ready to take to market
Required Experience
ㆍProof of structuring large, multi-year profitable contracts.
ㆍDemonstrate the ability to build strong relationships with clients across all levels; especially the C-suite.
ㆍExperience of networking with senior internal and external people in the specialist area of expertise.
ㆍExperience in managing the entire sales process, contracting process, and legal implications of a deal
Qualifications and Certifications
ㆍA Degree in a Technical or Sales field is preferred but not essential
ㆍNegotiation Skill methodologies such as Scotworks
ㆍSolution Selling/SPIN skills
ㆍDesirable: AWS Cloud Practitioner Essentials Training, MS Azure Fundamentals Training, or latest equivalent are also desirable
