Vice President, GMNC Client Development

3 weeks ago

Nashua, United States NTT Full time
JOB DESCRIPTION

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 role involves finding large opportunities in growing technology solution BU’s most important enterprise accounts, leveraging technology solution offers and installed base data and analytics, by connecting clients with the value NTT Data offers.

The GMNC Client Development function focuses on the achievement of annually assigned growth targets for expansion, enterprise takeovers (from other Cisco Partners) as well as incremental renewals, by:

Ensuring Product / Offer fit and offer innovation, to drive client business outcomes

Engaging actively with Cisco GAMs, NTT Data GAMs and Client CXOs

Constant modelling and iteration to optimize strategies and metrics for finding large and small opportunities for sustainable growth

Key to success will be a sound understanding of the competitive landscape, presence, strength (as well as weaknesses) globally as well as a solid understanding of the client and the industry in which they operate. The installed base data, analytics and modelling will be the core focus of this role to identify new growth opportunities for NTT DATA throughout the client lifecycle. In addition, a substantial amount of time will be spent on client engagement and engaged selling with the GMNC account team as well as all NTT data stakeholders to drive winning, profitable proposals that address the client’s needs.

What you'll be doing

Key Responsibilities:

Pipeline of strategic business opportunities to win new strategic business deals.

Comprehensive data analytics and modelling to develop client expansion plans

Build a stable, growing pipeline of strategic business opportunities to win new strategic business deals.

Continuously hunt from within the ‘expand’ lifecycle motion to exponentially drive growth and greater wallet share for NTT DATA

Actively engage in regional account planning, relationship development by driving revenue and coaching global sales teams to win in closing expansion and takeover opportunities.

Build, develop and ‘quarterback’ excellent stakeholder relationships with existing as well as new prospect clients.

Understand NTT portfolio and services offering, client applications, use cases and market trends and have the skill to apply them to individual client and prospect situations that positions NTT DATA as an expert client advisor. 

Understand and articulate the alignment of specific client business and transformational goals to NTT DATA solutions and services.

Continually assess the client and market landscape and adapt accordingly, driving engagement utilizing the full scope of commercial, technical, and business skills within this team. 

Development of territories and quota for the sales team and effectively communicate to set performance expectations within the team.

Work with other NTT DATA decision makers to own and drive the development of a sales strategy that will deliver the strategic business acquisition of contracts with significant annual revenue, aligned with the global and regional organisational strategy of NTT DATA. 

Engage with vendors and partners to create go-to-market strategies with their sales teams. 

Knowledge, Skills and Attributes

Significant experience and understanding of the NTT data solutions & services (as well as Cisco solutions) required to drive client outcomes 

Deep data and analytical skills, with the ‘know-how’ of how to convert and model for profitable growth 

Extensive track record of new business sales success within industry across multinational accounts and at C Level

Sales business acumen - Skills supporting successful selling through organisational and business outcome mindset. 

Proven track record in building self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement.

Analytical and operationally strong, recognizing the adage that there is no shortcut to a sale and only a series of gates that need to be passed as effectively and expediently as possible.

Ability to sell strategically, fostering deep and enduring client relationships built on value and trust from NTT’s portfolio of services. 

Sales client engagement and management - Skills used to effectively manage and analyse the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. 

Ability to build long term strategic and C level relationships.

Ability to adapt and work effectively within a rapidly changing and growing environment.

A lead from the front mentality and not scared of balancing multiple priorities while rolling up your sleeves to get the job done.

Happy to be challenged while committing 100% to the chosen path.

Key Metrics

Expansion – incremental new opportunity after Land.

Takeover (ala carte to EA / EA to WPA)

Incremental renewal growth (iACV)

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.

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