MS Client Partner

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A Cloud Infrastructure Client Partner is a quota-bearing sales persona and working with services teams to identify, develop, and close systems integration and Cloud Infrastructure Managed Service and outsourcing deals. As a Client Partner focused on Cloud Infrastructure managed services, it is key to become a services expert and be known as the client’s trusted Cloud Infrastructure managed services advisor.
The Cloud Infrastructure Client Partner will apply consulting led sales skills and engage and close opportunities with decision-makers. They work directly with clients at a variety of levels as well as other internal sales 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 Infrastructure solutions with services.
They ‘champion’ the delivery teams’ understanding of the client’s solution requirements, and initiates improvement programs ensuring that the client remains committed to our 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 will remain on converting the client to a managed services client resulting in multi-year renewals; deals may involve a long sales cycle.
A substantial amount of time will be spent on client engagement and engaged selling, but also liaising with internal teams to make sure the client’s needs are attended to. They are also the initial escalation point in removing challenges to drive right outcomes for services opportunities to closure.
As a Cloud Infrastructure Client Partner, you will have the opportunity to partner with some of the biggest global organisations and helping them convert to new business models.

Working at NTT

Key Roles and Responsibilities:

• Generate demand by assisting clients to identify and qualify current needs and effectively articulate how NTT can add value through its Cloud Infrastructure services and solutions offering
• Address the objections that a client may pose in moving to a Cloud Infrastructure managed services solution
• Appropriately allocate 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
• Engage and co-ordinate with partners and/ or vendors to drive select deals through vendor-based opportunities
• Engage with the broader organisation such as the Offer Management, Commercial Architecture and Delivery teams to promote and support high-value services opportunities
• Participate in regional sales governance processes and Deal Clinics to profile opportunities

Managed Services industry trusted advisor:

• Build 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
• Maintain a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in
• Contribute to the knowledge base of NTT Ltd.’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:

• Help 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
• Construct 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:

• Manage a pipeline of opportunities and create and document 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
• Collaboratively work with extended sales teams and commercial architects to successfully position the service and see the opportunity through to closure
• Partner with internal teams to ensure scope of work and proposals are tracked, managed and delivered on time
• 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
• Ensure data is accurate based on sales reporting standards to provide data-driven insights
• Support the negotiation of deals with clients and lead the internal account management team to enable conclusion of services deals
• Contribute to 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:

• Good knowledge of cloud infrastructure principles and products
• Good understanding of and the ability to position NTT’s services offerings that may span multiple technology domains across Cloud Infrastructure Managed Services, Support Services, Consulting Services and Technical Services
• Good understanding of platform delivered services and how to articulate the value of standardised, centralised and optimised services.
• Conversant with a business outcome led approach to sales
• Proficiency in working with major cloud platforms such as Amazon Web Services (AWS), Microsoft Azure, Google Cloud Platform (GCP), and others
• Good understanding of broader IT infrastructure components, such as servers, storage, virtualization, and data centres
• Understanding how networking works in a cloud environment to enable the design of effective solutions
• Good 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
• Good understanding of each team member’s skills and knowledge and coach team members to drive team effectiveness
• Client-centricity coupled with problem solving
• Familiarity with cloud security best practices, identity and access management (IAM), encryption, data protection, compliance standards, and security monitoring within cloud environments
• Understanding of hybrid cloud architectures and strategies
• A comprehensive understanding of cloud infrastructure technologies and an awareness of IoT concepts and how they impact cloud infrastructure design
• Good 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 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:

• A Degree in a Technical or Sales field are preferred but not essential
• Negotiation skill methodologies such as Scotworks
• Solution selling skills
• Desired certifications (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:

• You will need to demonstrate an impressive track record of managed services solutions to large enterprise accounts. These typically involve selling complex solutions and services to the C-suite in large enterprise accounts.
• Proof of structuring large, multi-year profitable contracts
• Seasoned ability of building strong relationships with clients across all levels; but especially the C-suite
• Seasoned experience of 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
• Seasoned sales, client engagement and business development experience with requisite understanding of relevant markets and market penetration strategies
• Experience in managing the entire sales process, contracting process and legal implications of a deal

Skills Summary

Cloud Architectures, Cloud Services Management, Containerization, Infrastructure Deployment, Serverless Computing

What will make you a good fit for the role?

Workplace type :

Hybrid Working

Equal Opportunity Employer

NTT 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, color, sex, religion, national origin, disability, pregnancy, marital status, sexual orientation, gender reassignment, veteran status, or other protected category

Is innovation part of your DNA? Do you want to enable a connected future for people, organizations, and society?

Join our growing global NTT family and you’ll be part of the world’s largest ICT company (by revenue). We’ve combined the capabilities of 28 remarkable companies to become one, leading technology services provider. Together, we help our people, clients, and communities do great things with technology to create a more secure and connected future.

We employ 40,000 people across 57 countries. By bringing together the world’s best technology companies and emerging innovators, we work together to deliver sustainable outcomes to businesses and the world. Innovation is part of our DNA. We believe it’s key to what makes us different. So, we strive to move forward, challenge the status quo, and drive excellence through the technologies we integrate and the services we deliver around the world. The result is connected cities, connected factories, connected healthcare, connected agriculture, connected conservation, connected mobility, and connected sport. Together we enable the connected future.

You’ll be joining a global employer that is committed to attracting, growing and keeping the best talent. A place where you will be at the heart of our success

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