IT Client Manager

7 months ago

Jakarta, Indonesia NTT INDONESIA TECHNOLOGY Full time

A Client Manager is a quota-bearing sales persona and the primary purpose of the role is to take full ownership of named client accounts, retain these clients and find new business. The Client Manager is assigned a range of development and maintenance accounts and held accountable for the performance achievement of those accounts in terms of revenue retention, profitability management, and growth.

The Client Manager will work directly with clients at a variety of levels as well as internal sales teams such as Sales Specialists and pre-sales architects and post the sale; the delivery teams. They ‘champion’ the delivery teams’ understanding of the client’s solution requirements, and initiate improvement programs ensuring that the client remains committed to our solutions which leads to more sales opportunities.

Building and developing excellent stakeholder relationships with new and existing clients, fully understanding the client and the industry in which they operate will be a core focus of this role. 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.

**Responsibilities**:
Client ownership and relationship builder

Take primary responsibility for the client and act as internal client owner within assigned accounts

Manage and grow 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

Lead the business conversations at C-level

Become the reliable point of contact to further strengthen relationships

Client and industry expert

Gain insights into client’s most urgent business problems or business opportunities while linking how our solutions and services offerings can add client business value

Maintain a high level of the relevant industry, product, and service knowledge to have meaningful conversations and generally stay ahead of trends

Collect and analyze data to learn more about the client and the industry in which they operate

Owning the sales process

Collaboratively work 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

Partner with internal teams to ensure the scope of work and proposals are tracked, managed, and delivered on time

Work closely with other in territory counterparts and matrix teams to achieve the shared goal of growth; yet are held accountable for own targets

Use NTT Ltd.’s sales methodologies and tools such as target plans, opportunity plans and account plans to support the sales process and data-driven insights

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

Deal structuring

Create comprehensive client business plans and engage in complex deal negotiation to build a stable, growing pipeline of current and future business opportunities.

Engage in complex deal structuring and negotiation efforts designed to protect existing business and win new deals.

Lead business negotiations for contracts ensuring deals are risk-free and profitable

Client retention and expansion

Minimize churn and maximize retention in assigned accounts

Land, adopt, expand, renew - Identify client business needs with a view to help shape solution development by the wider pursuit teams

Actively search for expansion opportunities

Customer value management and understanding profitability and ratios of clients
You will need to demonstrate an impressive track record of selling solutions and managing enterprise accounts; especially Managed Services type accounts across multiple technology domains. These typically involve selling complex solutions and services to the C-suite in large enterprise accounts.

Proof of structuring large, multi-year profitable contracts

Demonstrate the ability to build strong relationships with clients across all levels

Strong experience in networking with senior internal and external people in the specialist area of expertise

Experience in managing the entire sales process, contracting process, and legal implications of a deal

A post-graduate type degree such as an MBA or similar would be advantageous.

Knowledge, Skills, And Attributes Required

Good knowledge of Managed Services across domains such as Networking, Collaboration, Data Centres, Security and so on

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 is key

Natural team player - ability to coordinate and liaise with delivery teams acro

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