Client Manager

5 months ago

Jakarta, Indonesia NTT Full time

NTT is a leading global IT solutions and services organisation that brings together people, data and things to create a better and more sustainable future.

In today’s ‘iNTTerconnected’ world, connections matter more now than ever. By bringing together talented people, world-class technology partners and emerging innovators, we help our clients solve some of the world’s most significant technological, business and societal challenges.

With people at the heart of our success, NTT is committed to attracting and growing the best talent and providing an environment where everyone feels they can belong and their contribution matters.

**Want to be a part of our team?**

The primary responsibility of the Client Manager is to take full ownership of his/her assigned accounts. Their key focus is to manage and grow relationships to drive land, expansion and renewals across all solutions within assigned accounts. They are required to pursue leads identified by aligned lead generation representatives.

**Working at NTT**

**Primary Segment Focus**:

- Existing clients
- New clients

**Secondary Segment Focus**:

- New

**Sales Process Involvement**:

- Land, Expand & Renew

**Solution Focus**:

- Networking, Data Centres, CX & WP, Security, Digital

**Sales time allocation**:

- Pre-sales: 30%
- Engaged selling time: 25%
- Sales completion: 30%
- Sales facilitation: 15%

**Client Load**:

- Existing clients: 5-10
- Prospect clients: 10-20

**Sales strategy**:

- Existing buyers: Retention (current products) and Penetration (new/different products)
- New buyers: Conversion (current and new/different products)

**Stakeholder Engagement**:

- ** Internal **:Pre-sales, Sales Specialists, Renewals Reps and other internal resources
- ** External **:Clients, Vendors

**Value Chain Linkage**:

- TBC

**Skills and Attributes**:
**Sales Pursuit**

Effectively identifies and qualifies prospects with little support. Proactively searches for new prospects by conducting market research. Will call on all types of prospects and has established service strong relationships with stakeholders. Identifies clients and buyers with problem the majority of DD solutions can solve. Understands the conditions where client are open or ready to solve the problem with you and actively creates needs into DD opportunities to meet pipeline targets in SFDC. Proactively orders opportunities and balances reactive issues as necessary. Regularly updates and prioritises opportunities for all accounts throughout the year and appropriately allocates sales time between clients and opportunities. Highlights sales process plan risk areas throughout the entire sales process for ongoing monitoring during execution. Works with DD resources to help execute and advance the sales process. Understands the concept of a solution and crafts an ROI-impactful solution with help; Able to co-create solutions with IT buyers. Creates solutions across multiple (2 to 3) solutions where appropriate to design complete solutions that solve stated client problems. Prepares and runs negotiating meetings to achieve an objective. Maintains a neutral distance from conflicts that arise during negotiations. Independently negotiates opportunities and creates proposals that exceed client’s expectations. Can present solutions and close deals with little internal DD help. Understands right time to close by identifying buying signals. Identifies areas for improvement in closing deals. Proactively pursues training and development. Understands and states expectations of all the roles involved in the opportunity and how they work together in the sales process. Holds internal planning sessions before each client visit.

**Client management**

Creates near term (

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