A Principal 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 Principal 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 Principal 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.
Key Roles and Responsibilities:
Manage and grow relationships to drive land, expansion and renewals across all solutions within assigned accounts in segment 3;
Pursue leads identified by aligned Lead Generation/Business Development Representatives;
Minimise churn and maximise retention in assigned accounts;
Drive client satisfaction throughout the entire lifecycle of the clients’ buying process;
Generate demand by assisting clients to identify current needs and then effectively articulate how Dimension Data can add value through our services and solutions;
Influence and work closely with vendors to achieve required results;
Use NTT’s sales tools and methodology to effectively manage accounts, opportunities, pipelines and forecast;
Take ownership of a range of clients within the assigned segment;
Develop open and effective channels of communication in with each client within the assigned account;
Encourage revenue growth by inspiring clients to additional services;
Become 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;
Determine the best solution requirements for each client that can be deployed by other departments;
Build enduring relationships and display an understanding of the client industry, business environment and strategy to identify current and future opportunities for NTT;
Develop and/or align governance and compliance policies in own practice area to identify and manage risk exposure liability;
Monitor and control financial governance and compliance throughout an area of specialisation in order to manage financial cost.
Knowledge, Skills and Attributes:
Sales business acumen – The skills supporting successful selling through organisational and business outcome mindset. Success will require focusing on planning, leveraging tools and data, and concentrating on NTT Ltd business requirements. Developing the skills to understand your client’s business (including commercial and financial aspects) in order to bring value to them from NTT’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 your client, building effective and lasting relationships with them and to be seen as a trusted advisor;
Sales solution skills – The knowledge of NTT Ltd.’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 NTT Ltd 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:
Relevant Degree or Advanced Diploma;
Post-graduate qualification would be advantageous;
Relevant vendor certifications.
Required Experience:
Extended experience in a global partner management position;
Extended experience in a sales environment and/or customer service role;
Extended experience in the IT or professional services industry with a focus on business development and/or sales;
Extended experience in driving alignment to a common vision and working across multiple stakeholders to achieve sales growth;
Extended sales orientation with experience working with clients and business teams to create sales-orientated solutions and services;
Experience in a management position advantageous;
Experience with successful partner management;
Extended experience working with Salesforce.com contact platform;
Extended business and/or sales development experience.