Senior Client Manager

Senior Client Manager

NTT DATA

Diegem, Belgium

Your day at NTT DATA

The Senior Client Manager is an advanced subject matter expert. This is a quota-bearing sales persona, and the primary responsibility of the role is to take full ownership of assigned accounts, retain these clients and find new business.

The focus of this role is to manage and grow relationships in order to drive land, expansion and renewals across all solutions within assigned accounts.

The Senior Client Manager is required to pursue leads identified by aligned lead generation representatives/business development representatives.

What you’ll be doing

Key Responsibilities:

• Manages and grows relationships to drive land, expansion and renewals across all solutions within assigned accounts in segment 3;
• Pursues leads identified by aligned Lead Generation/Business Development Representatives;
• Minimizes churn and maximizes retention in assigned accounts;
• Drives client satisfaction throughout the entire lifecycle of the clients’ buying process;
• Generates demand by assisting clients to identify current needs and then effectively articulate how the company can add value through its services and solutions;
• Influences and works closely with vendors/partners to achieve required results;
• Uses company sales tools and methodology to effectively manage accounts, opportunities, pipelines and forecast;
• Develops open and effective channels of communication in with each client within the assigned account;
• Encourages revenue growth by inspiring clients to additional services;
• Becomes the reliable point of contact for clients that is required to establish a strong business relationship;
• Takes ownership of a range of accounts within the assigned segments;
• Determines the best solution requirements for each client that can be deployed by other departments;
• Builds enduring relationships and display an understanding of the client industry, business environment and strategy to identify current and future opportunities for the organization;
• Develops and/or aligns governance and compliance policies in own practice area to identify and manage risk exposure liability;
• Monitors and controls financial governance and compliance throughout an area of specialization in order to manage financial cost.

Knowledge and Attributes

• Sales business acumen. The skills supporting successful selling through organizational and business outcome mindset. Success will require focusing on planning, leveraging tools and data, and concentrating on company business requirements. Developing the skills to understand the client’s business (including commercial and financial aspects) in order to bring value to them from the company’s portfolio of services;
• Sales client engagement and management. The skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations. Developing the skills required to know the client, building effective and lasting relationships with them and to be seen as a trusted advisor;
• Sales solution skills. The knowledge of the company’s offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor. Success will require the ability to link company offerings, including high-value services to specific client and prospect needs and outcomes;
• Sales pursuit. The skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.

Academic Qualifications and Certifications

• Bachelor’s degree or equivalent in business or a sales related field;
• Relevant vendor certifications would be advantageous.

Required Experience

• Advanced experience in a global partner management role;
• Advanced experience in a sales environment and/or customer service role;
• Advanced experience in the IT or professional services industry with a focus on business development and/or sales;
• Advanced experience in driving alignment to a common vision and working across multiple stakeholders to achieve sales growth;
• Advanced sales orientation with experience working with clients and business teams to create sales-orientated solutions and services;
• Advanced experience gained in a similar client manager role;
• Advanced experience working with Salesforce.com contact platform.

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