Senior MS Client Partner
Sandton, Gauteng, ZA
Company: vonq organic
Category: Office and Administrative Support Occupations
Published on 2021-10-08T15:31:17.000000Z
At Dimension Data we believe that by bringing people together, we can use our innovative technology to create a world that is sustainable and secure. We encourage our people to be curious, to set the pace of change and to unleash their potential.
Are you passionate about forming and driving successful client relationships? Can you understand client needs and identify future business opportunities? If so, we want you to connect, grow and create with us, as our new Client Partner.
Want to be part of our team?
A Client Partner is a quota-bearing salesperson who works with services teams to identify, develop, and close Managed Service and outsourcing deals across Dimension Data’s value proposition. As a client partner primary focus is on managed services, it is key to become a services expert and be known as the client’s trusted managed services advisor.
The Client Partner will apply consulting led sales skills to engage and close opportunities with decision-makers. They work directly with clients at a variety of levels as well as other internal sales 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 solutions with services.
The Client Partner will be required to own the deal strategy for any services opportunity, with an expectation to be commercially and legally involved in pricing and legal negotiations with the opportunity specific clients.
They ‘champion’ the delivery teams’ understanding of the client’s solution requirements, and initiates improvement programs ensuring that the client remains committed to our 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 will remain on converting the client to a managed services client resulting in multi-year renewals; deals may involve a long sales cycle.
A substantial amount of time will be spent on client engagement and engaged selling, but also liaising with internal teams to make sure the client’s needs are attended to. They are also the initial escalation point in removing challenges to drive right outcomes for services opportunities to closure.
As a Client Partner, you will have the opportunity to partner with some of the biggest global organizations and helping them convert to new business models.
Generate demand and selling managed services solutions
Generate demand by assisting clients to identify and qualify current needs and effectively articulate how NTT can add value through its services and solutions offering
Address the objections that a client may pose in moving to a managed services solution
Appropriately allocate 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
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
Engage and co-ordinate with partners and/ or vendors to drive select deals through vendor-based opportunities
Engage with the broader organisation such as the Offer Management, Commercial Architecture and Delivery teams to promote and support high-value services opportunities
Participate in regional sales governance processes and Deal Clinics to profile opportunities
Managed Services industry trusted advisor
Build 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
Maintain a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in
Contribute to the knowledge base of NTT Ltd.’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
Help build and support commercial solutions for Managed Services solutions and design deals that meet client’s needs and ensure win/win solutions for both client and NTT
Construct 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
Manage a pipeline of opportunities and create and document 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
Collaboratively work with extended sales teams and commercial architects to successfully position the service and see the opportunity through to closure
Partner with internal teams to ensure scope of work and proposals are tracked, managed and delivered on time
Develop and implement 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
Ensure data is accurate based on sales reporting standards to provide data-driven insights
Support the negotiation of deals with clients and lead the internal account management team to enable conclusion of services deals
Contribute to the knowledge base of NTT’s solutions and services by sharing best practices, industry and technology trends with internal stakeholders and clients
Participate in regional reporting cadence as it relates to regional performance and major deal reviews
You will need to demonstrate an impressive track record of managed services solutions to large enterprise accounts. These typically involve selling complex solutions and services to the C-suite in large enterprise accounts.
Proof of structuring and successfully negotiating large, multi-year profitable contracts
Demonstrate ability of building strong relationships with clients across all levels; but especially the C-suite
Strong experience of networking with senior internal and external people in the specialist area of expertise
Commercial experience in assisting the development or creation of the pricing structure for large, multi-year profitable contracts
Experience in managing the entire sales process, contracting process and legal implications of a deal
Demonstrated sales, client engagement and business development experience with requisite understanding of relevant markets and market penetration strategies
Required Qualifications and Certifications
A Degree in a Technical or Sales field are preferred but not essential
Negotiation Skill methodologies such as Scotworks
Solution Selling/SPIN skills
Knowledge, Skills and Attributes Required
Demonstrate an understanding of and the ability to position NTT’s services offerings that may span multiple technology domains across Managed Services, Support Services, Consulting Services and Technical Services
Solid understanding of platform delivered services and how to articulate the value of standardised, centralised, and optimised services.
Conversant with a business outcome led approach to sales.
Understand 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
Understand each team member’s skills and knowledge and coach team members to drive team effectiveness
Client-centricity coupled with problem solving.
Strong business acumen and negotiation skills to craft solutions that are beneficial to NTT and the client
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