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

As a Principal Support Services Technology Sales Specialist at NTT DATA, you will bring your expertise and enthusiasm to pursue and secure qualified leads identified by our Client Management and other teams. Your role will involve identifying new opportunities within existing accounts and presenting tailored solutions, value propositions, partner configurations, and revenue models that align with client needs.

You will work directly with clients at various levels, spending substantial time engaged in selling Software defined Infrastructure Services (SdIS) or supporting the sales process alongside Client Managers. Additionally, you will contribute to the pre-sales process by teaming up with pre-sales architecture teams to design the best solutions for clients.

By building and nurturing strong relationships with clients, you will manage and grow these connections, driving expansion and renewals across all solutions and services. You will act as the go-to person for business conversations at the C-level, leveraging your industry expertise to address clients' critical business problems and opportunities with our innovative solutions.

You will stay ahead of industry trends, collecting and analyzing DATA to gain deeper insights into client needs and the broader industry landscape. Your role involves owning the sales process, collaborating with extended sales teams to position solutions successfully, and ensuring timely delivery of proposals. Your efforts in structuring deals and negotiating complex contracts will help build a stable pipeline of business opportunities.

In this role you will:

• Extensive experience in achieving and exceeding sales and financial goals.
• Proven ability to build and nurture meaningful relationships with clients up to the C-level.
• Strong skills in delivering engaging sales presentations and adopting a team-selling approach.
• Deep understanding of competitors and the ability to implement successful sales strategies.
• Experience in defining and executing sales strategies.
• Meticulous attention to maintaining accurate sales forecasts and close plans.
• Strong negotiation skills to create beneficial solutions for customers, partners, and the organization.
• Client-centric mindset with a knack for understanding customer problems and crafting optimal solutions.
• Flexibility to quickly adapt to new missions or urgent deadlines.
• Bachelor's degree in a relevant field, or equivalent experience.

You are perfect for this role if you:

• Maintains subject matter expertise in multiple technology domains or solutions sets.
• Client ownership and relationship builder, primarily responsible for the client and act as internal client owner within assigned accounts.
• Manages and grows relationships to drive expansion and renewals across all solutions and services.
• Responsible for client solution penetration and education, account monitoring and portfolio reporting, and issue resolution ownership.
• Leads the business conversations at C-level and becomes the reliable point of contact to further strengthen relationships.
• Acts as a client and industry expert and gains insights into client’s most urgent business problems or business opportunities while linking how the organization's solutions and services offerings can add client business value.
• Maintains a high level of the relevant industry, product, and service knowledge to have meaningful conversations and generally stay ahead of trends.
• Collects and analyzes DATA to learn more about the client and the industry in which they operate.
• Owns the sales process and collaboratively works with extended sales teams, especially Sales Specialists, pre-sales architects, and commercial architects to successfully position the solution and/or service and see the opportunity through to closure.
• Partners with internal teams to ensure the scope of work and proposals are tracked, managed, and delivered on time.
• Works closely with other in territory counterparts and matrix teams to achieve the shared goal of growth; yet are held accountable for own targets.
• Uses sales methodologies and tools such as target plans, opportunity plans and account plans to support the sales process and DATA-driven insights.
• Develops and implements 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.
• Maintains a pipeline of leads on relevant CrM.
• Structures deals and creates comprehensive client business plans and engage in complex deal negotiation to build a stable, growing pipeline of current and future business opportunities.
• Engages in complex deal structuring and negotiation efforts designed to protect existing business and win new deals.
• Leads business negotiations for contracts ensuring deals are risk-free and profitable.
• Minimizes churn and maximizes retention in assigned accounts.
• Lands, adopts, expands, renews – Identifies client business needs with a view to help shape solution development by the wider pursuit teams.

Knowledge and Attributes:

• Extended demonstrated experience in achieving and exceeding sales and financial goals.
• Extended demonstrated experience in developing and encouraging meaningful customer relationships up to C-level, particularly CFO’s and CTO’s.
• Extended ability to deliver engaging sales presentations.
• Extended proficiency in team selling approach.
• Extended knowledge of competitors and ability to apply competing successful sales strategies.
• Extended demonstrated experience in defining sales strategy.
• Extended client-centric approach, able to understand customer problems and find best-fit solutions.
• Flexible to adapt quickly to short, new missions or urgent deadlines.
• Extended negotiation capabilities to craft solutions that are beneficial to customers, partners, and organization overall.
• Close attention to maintaining up to date, accurate sales forecast and close plans.

Academic Qualifications and Certifications:

• Bachelor's degree or equivalent in a Technical or Sales field or related t is preferred.
• Certified in industry relevant structured sales methodologies and negotiation skills.
• Vendor accreditations desirable.

Required experience:

• Extended sales experience in a technology or services environment.
• Extended experience in IT Managed Services environment.
• Extended experience of solution-based selling with a proven track record of sales over-achievement.
• Extended prior experience in selling complex solutions and services to C-Level clients.
• Extended experience in resolving a wide range of issues in creative ways to meet targets and objectives.
• Extended experience in networking with senior internal and external people in the specialist area of expertise.

NTT DATA provides a reasonable range of compensation for U.S.-based positions.

The starting pay range for this remote role is $115-$213K. This range reflects the minimum and maximum target compensation for the position across all US locations. Actual compensation will depend on a number of factors, including the candidate’s actual work location, relevant experience, technical skills, and other qualifications. This position may also be eligible for incentive compensation based on individual and/or company performance.

Workplace type:

Remote Working

About NTT DATA

NTT DATA is a $30+ billion business and technology services leader, serving 75% of the Fortune Global 100. We are committed to accelerating client success and positively impacting society through responsible innovation. We are one of the world’s leading AI and digital infrastructure providers, with unmatched capabilities in enterprise-scale AI, cloud, security, connectivity, data centers and application services. Our consulting and industry solutions help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have experts in more than 70 countries. We also offer clients access to a robust ecosystem of innovation centers as well as established and start-up partners. NTT DATA is part of NTT Group, which invests over $3 billion each year in R&D.

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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