Client Partner - Sandton, South Africa - Dimension Data

Description

The Client Partner will be responsible for building commercial solutions for managed services and design deals that meet our client's needs and ensure win/win solutions for both our clients and our business. Responsible for identifying, developing, and closing systems integration Managed Service and outsourcing projects. Involves customized multi-product/multi-vendor solutions with hardware, software, and services. Applies sales skills to engage and close opportunities with decision-makers. Turns opportunity over to implementation/consulting team. Deals may involve a long sales cycle. Results: Can report to any of the field sales management positions.

Responsible for identifying, developing, and closing systems integration outsourcing projects. Involves customized multi-product/multi-vendor solutions with hardware, software, and services. Applies sales skills to engage and close opportunities with decision-makers. Turns opportunity over to implementation/consulting team. Deals may involve a long sales cycle. Results: Can report to any of the field sales management positions.

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 services and solutions offerings.

Build deep & long-term relationships with key client leaders in a Managed Services opportunity and execute a competitive win strategy through understanding the client's business requirements and competitive landscape.

Build commercial solutions for Managed Services solutions and design deals that meet client's needs and ensure win/win solutions for both client and NTT.

Drives overall MS sales engagement, commercial modelling & negotiate contractual terms, mitigate risk/obstacles and move the proposal to close.

Manage a pipeline of opportunities and create and document a shared strategy to meet sales target (e.g., a net new customer pursuit plan to land new logos, activities to achieve client satisfaction, minimize churn, cross-sell, upsell, revenue, and margin goals).

Ensure data accuracy and alignment to regional TPS reporting standards for CP assigned deals within the pipeline reporting tool.

Lead the negotiation of deals with clients and lead the internal account management team to enable conclusion of the deal.

Promote complex and integrated solutions and services (i.e., Managed Services) to drive new contracts within assigned accounts in segments 1,2 and 3.

Contribute to the knowledge base of NTT's solutions and services by sharing best practices, industry and technology trends with internal stakeholders and clients.

Engage and co-ordinate with the partner/vendor community to drive select deals through vendor-based on predefined vendor role for the segment.

Create and maintain critical relationships with internal team members to help guide opportunities to appropriate resources and win support for key client initiatives.

Academic qualifications and certifications:

Degree in Technical or Sales field (preferred, but not essential) or relevant experience equivalent to a degree

Negotiation Skills (example Scotworks)

Desirable: AWS Cloud Practitioner Essentials Training, MS Azure Fundamentals Training (or latest equivalent)

Experience required:

Solid experience in a large IT organisation

Solid sales experience with global, regional and/or large accounts with an application focus

Solid consultative selling experience

Industry knowledge at a specialist level regarding Applications and how to consult across C+ level and above with Applications solutions

Exposure to Managed Services and a detailed understanding of MS or ES approach to business

A good understanding of the vast range of IT operations and NTT service offerings

Thorough experience in NTT products and understanding of industry best practices

Demonstrated sales, client engagement and business development experience with requisite understanding of relevant markets and market penetration strategies