Client Manager

1 month ago

Subang Jaya, Selangor, Malaysia NTT Full time

NTT is a leading global IT solutions and services organisation that brings together people, data and things to create a better and more sustainable future.

In today's 'iNTTerconnected' world, connections matter more now than ever. By bringing together talented people, world-class technology partners and emerging innovators, we help our clients solve some of the world's most significant technological, business and societal challenges.

With people at the heart of our success, NTT is committed to attracting and growing the best talent and providing an environment where everyone feels they can belong and their contribution matters.

Your career here is about believing in yourself, and taking on great opportunities and new challenges.It's about growing your skills and expertise in your current role and preparing yourself for the future. That's why we encourage you to take every opportunity to grow your career within our great global team.

Are you ready to take the next step in your career?

The primary responsibility of the Client Manager is to take full ownership of his/her assigned accounts and manage and grow relationships to drive expansion and renewals across all solution areas. They are able to do so by leveraging NTT(Ltd)'s tools and methodologies to analyze the client's situation and business requirements. They possess advanced planning skills to co-ordinate the interaction of a number of NTT(Ltd) role-players in different geographies during the sales engagement. They display strategic thinking capabilities, a high level of business acumen and deep knowledge of the latest trends in terms of technology sales methods and approaches.

What you'll be doing

Key Roles and Responsibilities:

  • Manage and grow relationships to drive expansion and renewals across all solution areas within assigned regional clients.
  • Build relationship and influence stakeholders.
  • Work with and through NTT's network of offices to deliver an excellent client experience in each relevant market.
  • Realise revenue and margin targets and maximise sales opportunities through connecting client needs with NTT offerings and solutions.
  • Develop and drive Dimension Data strategy with local CMs within assigned regional accounts.
  • Use engagement skills to establish account strategies with key stakeholders (focus of power, focus of receptivity, focus of dissatisfaction).
  • Minimise churn and maximise retention in assigned accounts.
  • Use NTT's sales tools (e.g. ) and methodology to effectively manage the accounts, opportunities, pipelines and forecast.
  • Be fully aware of and understand the International Trade Policy.
  • Meet or exceed quota targets through comprehensive account management.
  • Grow the profitability, revenues and client satisfaction levels for NTT's regional clients' portfolio.
  • Drive passionately for client satisfaction throughout the entire lifecycle of the clients' buying process, by taking ownership for the commercial agreement for each client.
  • Generate demand by assisting clients to identify current needs (turning clients' implied needs into explicit needs), and then effectively articulate how NTT (Ltd) can add value through services and solutions.
  • Approach the management of the account in a systematic way by identifying the strategy which will be used to develop and grow the account profitably.
  • Do a vulnerability analysis of NTT (Ltd)'s position in comparison to that of competitors and vendors to ensure the client's requirement is at the heart of the proposed solution.
  • Positively influence and enable financial control, governance and compliance in a region throughout area of specialisation to prevent and reduce financial costs.
  • Act as first point of contact for client issues.


Knowledge, Skills and Attributes:

  • Sales business acumen - The skills supporting successful selling through organisational and business outcome mindset. Success will require focusing on planning, leveraging tools and data, and concentrating on NTT Ltd business requirements. Developing the skills to understand your client's business (including commercial and financial aspects) in order to bring value to them from NTT's portfolio of services.
  • Sales client engagement and management - The skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations. Developing the skills required to know your client, building effective and lasting relationships with them and to be seen as a trusted advisor.
  • Sales solution skills - The knowledge of NTT Ltd.'s offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor. Success will require the ability to link NTT Ltd offerings, including high-value services to specific client and prospect needs and outcomes.
  • Sales pursuit - The skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.


Academic Qualifications and Certifications:

  • Relevant Degree or Advanced Diploma
  • Advanced qualification would be advantageous
  • Relevant vendor certifications


Required Experience:

  • Seasoned experience in a similar role in a similar environment
  • Seasoned experience in a sales environment and/or customer service role
  • Seasoned sales and client engagement experience coupled with a good understanding of business, sourcing and technology market
  • Seasoned experience negotiating with clients and vendors
  • Seasoned experience managing regional accounts and building relationships
  • Seasoned experience analysing commercial information
  • Experience working with contact platform

Skills Summary

Business Acumen, Resource Optimization, Sales Pursuits, Structuring Deals

What will make you a good fit for the role?

Workplace type:

Join our growing global team and accelerate your career with us. Apply today.

A career at NTT means:

  • Being part of a global pioneer – where you gain exposure to our Fortune 500 clients and world-leading global technology partners and work with a network of over 40,000 smart and diverse colleagues across 57 countries, delivering services in over 200 countries.
  • Being at the forefront of cutting-edge technology – backed with a 150-year heritage of using technology for good. With 40% of the world's internet traffic running on our network and where Emoji were first invented, you can be proud of the group's many new 'firsts'.
  • Making a difference – by doing meaningful work that helps to shape the future for our clients, and across industries and communities around the world.
  • Being your best self – in a progressive 'Connected Working' environment that promotes flexibility, connection and wellbeing. Where diversity and different perspectives are embraced to ensure equal opportunities for all.
  • Having ongoing opportunities to own and develop your career – with a personal and professional development plan and access to the broadest learning offerings in the industry.

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