Jobs at NTT Ltd

Your day at NTT DATA

• The primary responsibility of the Client Manager is to take full ownership of his/her assigned accounts and manage and grow relationships to drive expansion and renewals across all solution areas. They are able to do so by leveraging NTT(Ltd)’s tools and methodologies to analyze the client’s situation and business requirements. They possess advanced planning skills to co-ordinate the interaction of a number of NTT(Ltd) role-players in different geographies during the sales engagement. They display strategic thinking capabilities, a high level of business acumen and deep knowledge of the latest trends in terms of technology sales methods and approaches.

What You'll Be Doing
Key Roles and Responsibilities:

• Manage and grow relationships to drive expansion and renewals across all solution areas within assigned regional clients.
• Build relationship and influence stakeholders.
• Work with and through NTT’s network of offices to deliver an excellent client experience in each relevant market.
• Realise revenue and margin targets and maximise sales opportunities through connecting client needs with NTT offerings and solutions.
• Develop and drive Dimension Data strategy with local CMs within assigned regional accounts.
• Use engagement skills to establish account strategies with key stakeholders (focus of power, focus of receptivity, focus of dissatisfaction).
• Minimise churn and maximise retention in assigned accounts.
• Use NTT’s sales tools (e.g. Salesforce.com) and methodology to effectively manage the accounts, opportunities, pipelines and forecast.
• Be fully aware of and understand the International Trade Policy.
• Meet or exceed quota targets through comprehensive account management.
• Grow the profitability, revenues and client satisfaction levels for NTT’s regional clients’ portfolio.
• Drive passionately for client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership for the commercial agreement for each client.
• Generate demand by assisting clients to identify current needs (turning clients’ implied needs into explicit needs), and then effectively articulate how NTT (Ltd) can add value through services and solutions.
• Approach the management of the account in a systematic way by identifying the strategy which will be used to develop and grow the account profitably.
• Do a vulnerability analysis of NTT (Ltd)’s position in comparison to that of competitors and vendors to ensure the client’s requirement is at the heart of the proposed solution.
• Positively influence and enable financial control, governance and compliance in a region throughout area of specialisation to prevent and reduce financial costs.
• Act as first point of contact for client issues.

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
• Advanced qualification would be advantageous
• Relevant vendor certifications

Required Experience:

• Seasoned experience in a similar role in a similar environment
• Seasoned experience in a sales environment and/or customer service role
• Seasoned sales and client engagement experience coupled with a good understanding of business, sourcing and technology market
• Seasoned experience negotiating with clients and vendors
• Seasoned experience managing regional accounts and building relationships
• Seasoned experience analysing commercial information
• Experience working with Salesforce.com contact platform

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Your day at NTT DATA

• The Go-to-Market (GTM) Manager usually operates in a small country environment and takes guidance from the Leadership Team, globally and particularly within region.
• The primary objective of this position is to collaborate with the relevant internal stakeholders to ensure the country achievement of client-led, business value solutions. They will take responsibility for creating business value for clients through our portfolio and the successful execution of the strategy within their specific country.

What You'll Be Doing
Key Roles and Responsibilities:

• Work closely with a variety of internal stakeholders to implement and execute the strategy in the country.
• Review process efficiency and manage operations to ensure the achievement of go-to-market goals.
• Align function specific key performance indicator (KPI) metrics and reporting within their country and group project management bodies.
• Participate directly in solution development and go-to-market activities and will ensure functional integration within the country.
• Responsible for the tactical activities required for product growth and management within the assigned area of responsibility.
• Conduct regular business reviews to ensure compliance and governance in relation to contracted agreements with partners and alliances.
• Hold technology and design responsibility for assigned sales support engagements.
• Manage presales opportunities and implementation of the identified projects.
• Assist with the development and manage the implementation of local policies and procedures and operating plans that will enable the achievement of the overall GTM strategy.
• Assume the role of “go-to-market” lead for the country and align sales with key opportunities.
• Directly support strategic deals and client engagement practices and mentor local teams, accordingly, providing subject matter expertise on RFPs/RFIs.
• Support the group marketing and demand generation activities through provision of advice to the country teams.
• Manage a team of individual contributors and ensure performance goals are constantly reviewed and achieved.

Knowledge, Skills and Attributes:

• Broad knowledge of the business and products
• Good understanding of sales analytics, sales practices and principles
• Ability to work in a cross-functional environment with tight timelines
• Good organisational skills, attention to detail
• Demonstrate open and candid communication
• Initiative to ensure goals are achieved
• Demonstrates resourcefulness in getting things accomplished
• Ability to use judgement to make decisions about work process and apply improvements
• Ability to present complex topics to technical and non-technical audiences
• Strategic thinking and business acumen
• Solid interpersonal skills and ability to interact with a variety of internal and external stakeholders at a senior level

Academic Qualifications and Certifications:

• Relevant Bachelor’s degree
• Relevant certifications

Required Experience:

• Advanced experience in a pre-sales/sales role
• Advanced experience managing and leading a team of technical and non-technical individuals
• Advanced experience in a technical role
• Advanced experience in proposal writing

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Your day at NTT DATA

• NTT DATA Middle East & Africa Marketing team is looking to recruit a Senior Marketing Manager to plan and implement marketing and demand generation activities to grow our pipeline and revenue in East Africa.
• The ideal candidate is experienced in digital, demand generation and can bring a client and business perspective to the table. The candidate will lead a team in East Africa and work with their global COE colleagues to bring NTT DATA’s services and technology value propositions to life with demand generation tactics that resonate with target clients and can deliver demonstrable pipeline for the region..
• This person should be highly collaborative and be able to work effectively with cross-functional internal stakeholders.
• The role will require extensive engagement with the local business leadership and sales to deliver programmes that drive business outcomes.

What You'll Be Doing
Key role and responsibilities:

• Planning, implementing and reporting marketing demand generation campaigns to grow our pipeline and revenue in our East Africa client base. This will include managing the blending of campaign materials from the global Demand Generation team and global priorities, along with those of the Divisions and local country demands.
• Managing a local events team and vendors to deliver on in person, hybrid and digital events, to drive marketing sourced opportunities .
• Working with our global Demand Generation COE to identify appropriate global campaigns and driving their adoption in East Africa, where appropriate.
• Identifying any gaps in subjects/services that may require creation of new campaigns for region, generating this campaign content and then working with the Demand Generation COE (content and digital marketing teams) to get it to market.
• Working with the Sales Enablement team to help Sales understand the value propositions and campaign plans to ensure successful follow-up.
• Reviewing and reporting on the pipeline generation and velocity through the lead funnel and ultimately the revenue generated in East Africa.
• Providing visibility of all campaigns running in the region.
• Regularly communicating with the country Product Marketing Managers to assist in the identification of demand generation activity gaps and to roll-out of campaigns in country.
• Reviewing plans with Vendor Partners to uncover opportunities for marketing funds to support existing activity or in select cases to implement partner marketing campaigns.
• Managing the East Africa marketing budget and team. Supporting direct reports achieve their goals and career ambitions.
• Success will be measured by the marketing sourced and marketing influenced pipeline, closed revenue and velocity through the demand generation funnel across the region

Knowledge, Skills And Attributes

• Ability to manage multiple projects running concurrently with multiple key stakeholders.
• Ability to manage partner and stakeholder expectations through strong and consistent communication. Role will require frequent communication with MEA and global Marketing teams as well as MEA Services Division teams.
• Strong collaboration skills. This role will not be successful on its own and will require the input and support of other members of the MEA and global Marketing teams.
• Ability to build a cohesive team and to manage people effectively
• Ability to coach and develop the team
• A thorough understanding of the strategic vision for the marketing department and the ability to set the long-term direction of the team
• An ability to balance and plan the short-term actions of the team
• Knowledge and understanding of all relevant industry standards
• Knowledge and understanding of best practices for marketing management
• Strong communication skills, including the ability to be influential and persuasive with stakeholders
• An ability to advocate for necessary resources, support, and appreciation for the marketing department
• A complete understanding of the organization’s business
• The ability to manage time effectively while setting the tone of the team through modelling and leadership
• Ability to interact with a variety of internal team members at different levels in the organisation
• Display the required level of integrity
• Solid presentation skills
• Demonstrate sound understanding of the features and benefit of the company’s products and services
• Understanding how databases are utilised in effective marketingDisplay a high level of detail consciousness by closely monitoring work progress in order to produce the required results

Academic qualifications and certifications:

• Bachelor’s degree or equivalent in Marketing Management

Experience required:

Essential:

• 5-7 years’ experience in a marketing team with a focus on demand generation campaigns, both traditional and digitally based campaigns.
• Experience of marketing automation tools and campaign implementation.
• Experience with data-led campaign planning, segmentation and leveraging propensity to buy modelling.
• Capacity to execute a wide variety of marketing programs from demand generation to sales enablement.
• Campaign measurement and impact reporting. Experience with Salesforce.com ideally.

Desirable:

• Previous experience with marketing annuity-based services
• Digital marketing experience and use of social platform-based tools to identify and connect with contacts.