Principal Cloud Client Partner

Principal Cloud Client Partner (m/w/d)
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Make an impact with NTT DATA
Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion - it's a place where you can grow, belong and thrive.
Your day at NTT DATA
The Principal Cloud Client Partner is a quota-bearing sales persona and has the primary responsibility to work with services teams to identify, develop, and close managed service and outsourcing deals.
This is a services expert role, 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 NTT 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 Principal Cloud Infrastructure 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 Roles and Responsibilities:
Lead on generating demand and selling Cloud managed services solutions -
Lead on generating demand by assisting clients to identify and qualify current needs and effectively articulate how NTT can add value through its services and solutions offering.
Accountable for addressing the objections that a client may pose in moving to a managed services solution.
Accountable for allocating and deciding 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.
Work cross functionally with partners and/ or vendors to drive select deals through vendor-based opportunities.
Work cross functionally with broader organization such as the Offer Management, Commercial Architecture and Delivery teams to promote and support high-value services opportunities.
Advises on regional sales governance processes and Deal Clinics to profile opportunities.

Managed Services industry trusted advisor -
Accountable 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.
Advise on the maintenance of a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in.
Designs the knowledge base of NTT'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 -

Advises on 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 NTT.
Accountable 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.

Drive 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 with cross functional sales teams and commercial architects to successfully position the service and see the opportunity through to closure.
Works with cross functional internal teams to ensure scope of work and proposals are tracked, managed and delivered on time.
Designs and advises 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.
Advises on the negotiation of deals with clients and lead the internal account management team to enable conclusion of services deals.
Advises on the knowledge base of NTT's solutions and services by sharing best practices, industry and technology trends with internal stakeholders and clients.
Leads on regional reporting cadence as it relates to regional performance and major deal reviews.

Knowledge, Skills and Attributes

Excellent knowledge of cloud infrastructure principles and products.
Excellent 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.
Excellent understanding of platform delivered services and how to articulate the value of standardized, centralized and optimized services.
Conversant with a business outcome led approach to sales.
Understanding how networking works in a cloud environment to enable the design of effective solutions.
Proficiency in working with major cloud platforms such as Amazon Web Services (AWS), Microsoft Azure, Google Cloud Platform (GCP), and others.
Strong understanding of broader IT infrastructure components, such as servers, storage, virtualization, and data centers.
Excellent 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.
Excellent understanding of each team member's skills and knowledge and coach team members to drive team effectiveness.
Client-centricity coupled with problem solving.
A comprehensive understanding of cloud infrastructure technologies and an awareness of IoT concepts and how they impact cloud infrastructure design.
Excellent business acumen and negotiation skills to craft solutions that are beneficial to NTT and the client.
Excellent 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 in a Technical or Sales field or related.
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

Demonstrated impressive track record of managed services solutions to large enterprise accounts.
Extended demonstrated experience structuring large, multi-year profitable contracts.
Extended demonstrated ability of building strong relationships with clients across all levels; but especially the C-suite.
Extended demonstrated experience of networking with senior internal and external people in the specialist area of expertise.
Extended demonstrated experience in managing the entire sales process, contracting process and legal implications of a deal.

Workplace type

Hybrid Working
About NTT DATA
NTT DATA is a $30+ billion trusted global innovator of business and technology services. We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize and transform for long-term success. We invest over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies. Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation and management of applications, infrastructure, and connectivity. We are also one of the leading providers of digital and AI infrastructure in the world. NTT DATA is part of NTT Group and headquartered in Tokyo.
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. Join our growing global team and accelerate your career with us. Apply today.
Goran Marcu
Senior Talent Acquisition Partner
Romania
NTT Germany AG & Co. KG
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