Ms Client Partner

At NTT we believe that by using innovative technology we can solve global challenges and create a world that is sustainable and secure. We are looking for curious people, from diverse backgrounds, that are keen to work in a fast-paced and agile environment.

At NTT we trust our employees to do the right thing, even when no one is watching, which is why we offer flexibility in the workplace. The majority of our roles are hybrid, meaning we encourage a balance of working from home and our local office. Ask our recruitment team if this is a hybrid role.

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

Responsible for identifying, developing, and closing managed security services outsourcing projects

Applies sales skills to engage and close opportunities with decision-makers

**Working at NTT**

A Client Partner - MSS is a quota-bearing sales persona and working with services teams to identify, develop, and close Managed Security Service outsourcing deals. As a client partner focused on MSS, it is key to become a services expert and be known as the client’s trusted MSS advisor.

Deals often involve alignment on business outcome-led platform offering & multi-product/multi-vendor solutions with services. 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 clients, fully understanding the client and the industry in which they operate will be a core focus of this role.

The focus will remain on converting the client to a managed security services client resulting in multi-year renewals; deals may involve a long sales cycle. 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. They are also the initial escalation point in removing challenges to drive the right outcomes for services opportunities to closure. MSS Client Partners have the opportunity to partner with some of the biggest global organizations and help them convert to new business models.

**Responsibilities to generate demand and selling managed security services solutions**

Generate demand by assisting clients to identify and qualify current needs and effectively articulate how NTT can add value through its security services and solutions offered and address the objections that a client may pose in moving to a managed security services solution. Appropriately allocate sales time between assigned clients and new prospect opportunities; yet ensure the focus remains on the top clients/prospects and balance opportunity size with likely outcomes

**Sales partnership**

The success of the services agenda and successful sales will rely on the successful partnerships with others; this will include regional leads and services teams to work on the best outcome for the client

Engage with the broader organization such as the Offer Management, Commercial Architecture, and Delivery teams to promote and support high-value services opportunities

Participate in regional sales governance processes and Deal Clinics to profile opportunities

**Managed Security Services industry trusted advisor**

Build deep and long-term relationships with client leaders in a Managed Security Services opportunity and execute a competitive win strategy through understanding the client’s business requirements and competitive landscape

Maintain a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in

Contribute to the knowledge base of NTT Ltd.’s security 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**

Help build and support commercial solutions for Managed Security Services solutions and design deals that meet client’s needs and ensure win/win solutions for both client and NTT

Construct the managed security services deal including the commercial modeling, negotiate contractual terms, mitigate legal risk and obstacles, and move the proposal to close to meet assigned quota

**Drive the sales process**

Manage a pipeline of opportunities and create and document 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

Collaboratively work with extended sales teams and commercial architects to successfully position the 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

Develop and implement an opportunity plan, to provide regular check-ins