Senior Cloud Solutions Architect

Job Description

NTT DATA is a global innovator of business and technology services, renowned for technical excellence and leading innovations. We are committed to helping clients innovate, optimize, and transform for long-term success. As a Senior Cloud Client Partner, you will work with services teams to identify, develop, and close managed service and outsourcing deals, applying consulting-led sales skills to engage and close opportunities with decision-makers.

Your Day at NTT DATA

This role has the primary responsibility to work directly with clients at various levels, as well as other internal sales and delivery expert teams, such as Client Managers and pre-sales services-type architects and post-sales delivery teams. Deals often involve alignment on business outcome-led multi-product/multi-vendor cloud solutions with services. You will champion the delivery teams' understanding of the client's solution requirements and initiate improvement programs to ensure the client remains committed to solutions that lead to more sales opportunities.

Key Responsibilities:

• Creates demand and selling Cloud Managed Services solutions by assisting clients to identify and qualify current needs and effectively articulating how NTT DATA can add value through its Cloud services and solutions offering.

• Responsible for addressing client objections to moving to a Cloud managed services solution.

• Appropriately allocates and decides sales time between assigned clients and new prospect opportunities, ensuring focus remains on top clients/prospects and balance opportunity size with likely outcomes.

Sales Partnership:

• Collaborates with regional leads and services teams to work on the best outcome for the client.

• Collaborates with partners and/or vendors to drive select deals through vendor-based opportunities.

• Directs regional sales governance processes and Deal Clinics to profile opportunities.

Managed Services Industry Trusted Advisor:

• Responsible for building deep and long-term relationships with client leaders in a Managed Services opportunity and executing a competitive win strategy through understanding the client's business requirements and competitive landscape.

• Directs the maintenance of a high level of relevant service knowledge to have meaningful conversations with clients, including the industry the client operates in.

• Creates the knowledge base of organizational 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.

Deal Construct:

• Directs the build and supports commercial solutions for Managed Services solutions and designs deals that meet client needs and ensure win/win solutions for both client and NTT DATA.

• Responsible for constructing the managed services deal, including commercial modeling, negotiating contractual terms, mitigating legal risk and obstacles, and moving the proposal to close to meet assigned quota.

Drives the Sales Process:

• Accountable for managing a pipeline of opportunities and creating and documenting a shared strategy to meet sales targets, 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.

• Works across multiple sales teams and commercial architects to successfully position the service and see the opportunity through to closure.

• Works across multiple internal teams to ensure scope of work and proposals are tracked, managed, and delivered on time.

• Creates and consults on the implementation of an opportunity plan, providing regular check-ins with the primary point of contact and establishing a process for getting buy-in from all stakeholders.

Knowledge and Attributes:

• Strong knowledge of cloud infrastructure principles and products.

• Understanding of how networking works in a cloud environment to enable the design of effective solutions.

• Advanced understanding of and the ability to position NTT DATA's services offerings that may span multiple technology domains across Managed Services, Support Services, Consulting Services, and Technical Services.

• Advanced understanding of platform-delivered services and how to articulate the value of standardized, centralized, and optimized services.

• Proficiency in working with major cloud platforms such as Amazon Web Services (AWS), Microsoft Azure, Google Cloud Platform (GCP), and others.

• Advanced understanding of broader IT infrastructure components, such as servers, storage, virtualization, and data centers.

• Conversant with a business outcome-led approach to sales.

• Advanced familiarity with document management platforms.

• Advanced understanding of cybersecurity principles to ensure data security and protection during collaboration efforts.

• Advanced understanding of financial statements and metrics, including revenue, expense control, and growth relative to market, 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.

• Advanced client-centricity coupled with problem-solving.

• Advanced business acumen and negotiation skills to craft solutions that are beneficial to the organization and the client.

• Ability to proactively and independently identify and qualify opportunities, with an entrepreneurial mindset.

• 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.

Academic Qualifications and Certifications:

• Bachelor's degree or equivalent in a technical or sales field or related.

• Certifications such as Scotworks and Solution Selling are desired.

• Solution Selling/SPIN certifications are desired.

• Desired technology certifications include (any one or more) – Azure (AZ900 – Azure Fundamentals), AWS (AWS Cloud Practitioner), VMWare (VTSP or VTSP for AWS/Azure), ITIL (Version 3 or later).

Required Experience:

• Advanced demonstrated track record of managed services solutions to large enterprise accounts.

• Advanced demonstrated experience structuring large, multi-year profitable contracts.

• Advanced demonstrated ability of building strong relationships with clients across all levels, but especially the C-suite.

• Advanced demonstrated experience of networking with senior internal and external people in the specialist area of expertise.

• Advanced demonstrated experience in managing the entire sales process, contracting process, and legal implications of a deal.

About NTT DATA

NTT DATA is a $30+ billion trusted global innovator of business and technology services. We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize, and transform for long-term success. We invest over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies. Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation, and management of applications, infrastructure, and connectivity. We are also one of the leading providers of digital and AI infrastructure in the world. NTT DATA is part of NTT Group and headquartered in Tokyo.

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, color, 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.