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Renewals Account Manager, Support Services
2 months ago
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 Renewals Account Manager, Support Services is a quota-bearing sales persona, and the purpose of this role is to primarily pursue and land qualified leads identified by the Client Management team and other respective teams.
The Senior Associate Sales Specialist identifies new opportunities from a selection of existing accounts, and presents solutions, value propositions, partner configurations, cost structures, and revenue models to the client that meet their needs. The Senior Associate Sales Specialist works directly with clients at a variety of levels, as well as internal subject matter experts.
A substantial amount of time is spent on engaged selling or supporting the sales process in partnership with Client Managers. This role contributes to the pre-sales process by working with pre-sales architects to create the best solution design for the client, as well as building and developing excellent stakeholder relationships with new and existing clients, whilst developing new business channels and territories will be a core focus of this role.
What you'll be doing
The Renewals Account Manager identifies new opportunities from a selection of existing accounts, and presents solutions, value propositions, partner configurations, cost structures, and revenue models to the client that meet their needs. The Senior Associate Sales Specialist works directly with clients at a variety of levels, as well as internal subject matter experts.
A substantial amount of time is spent on engaged selling or supporting the sales process in partnership with Client Managers. This role contributes to the pre-sales process by working with pre-sales architects to create the best solution design for the client, as well as building and developing excellent stakeholder relationships with new and existing clients, whilst developing new business channels and territories will be a core focus of this role.
What you'll be doing
In this role, you will:
- Responsible for support services renewals, up-sell and on-time close of existing contracts in assigned territory
- Understand the competitive landscape of the renewal, client's needs and vendor costs.
- Generate a competitive and profitable renewal quote / proposal to maximize the chances of securing the renewal
- Proactively engage with Clients to understand their needs, become their trusted Partner for support services, and ensure a seamless renewal process
- Understand Client and OEM Partners' procurement process
- Monitor and report state of customer relationships, pipeline, and forecasts
- Develop and execute renewal strategies to maximize renewal rates and minimize churn.
- Partner with Sales and OEM/Vendor account teams to Identify upsell and cross-sell opportunities during the renewal process
- Prepare and present current contract details and renewal proposals to clients
- Convert existing legacy contracts to Enterprise Agreements / SW Subscriptions
- Negotiate contract terms and pricing as needed to secure renewals
- Monitor and analyze renewal metrics and trends to identify areas for improvement
- Provide management with regular status updates, summaries of highly complex issues, and accurate visibility to forecast.
- Strong negotiation and objection handling skills that allow for value-based contract negotiations; involving multi-year contract as well
- 1-3 years of technology OEM/Vendor relationship development experience preferred
- Demonstrable experience with Cisco policies, tools, and buying models, including CCW-R
- Excellent attention to detail and ability to manage work processes and display strong orientation towards ensuring client satisfaction and service delivery
- Outstanding time and task management skills, with the ability to manage multiple projects and competing priorities
- Intermediate to advanced MS Office skills (Excel, Word)
- Ability to work independently and/or on a team with minimal supervision
- A subject matter expert in technology OEM/Vendor processes a plus
- Excellent communication skills (written and verbal) across all layers of an organization
Bachelor's degree or equivalent
Workplace type:
Remote 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.
