NTT - Alliance Manager - AWS/GCP/Data Center

Title: Alliance Manager (Cloud/ Data center Experience)

Location: Mumbai

Required Experience:

- Excellent understanding and experience in the Cloud and Data Center ecosystem.

- Excellent sales and client engagement experience coupled with a good understanding of business, sourcing and technology market

- Proven experience negotiating with clients and vendors

- Good experience with business to business and business to consumer sales techniques

- Experience providing mentoring and coaching to less experienced client managers

- Excellent experience analyzing commercial information

- Experience working with Salesforce.com contact platform

Job Description Summary:

- The primary responsibility 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. Responsible for selling the company's products or services to and maintaining relationships with existing accounts.

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 Reps.

- Build and maintain excellent relationship with the Partners (all functions) and drive awareness of NTT strengths within the partner organization and vice versa

- Provide sales & India leadership with detailed overview of market, key players, wallet share, sector strategy, segmentation opportunities, investments & recommendation on ecosystem. The annual OEM budgeting is largely dependent on that Drive incremental growth with the partners in line with NTT Strategy.

- Lead generation, maximize rebates, focused BU campaigns, master competency/certifications.

- Optimize the funds available to invest into strategic areas of growth / Promotions/Uptime program

- Understand and optimize the utilization of partner programs.

- Reinforce solutions & services that maximize profitability for us

- Governance pivoting around Partner Plans and strategic programs.

- Drive profitability/bottom line in each & every deal

- Funnel Improvement, Enablement, Utilizing Marketing funds, Liaise with Legal, Timely Order loading, bridge between finance, biz ops.

- Focus on profitability and improving bottom line.

- 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(Ltd)'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.

- Build enduring relationships and display an understanding of the client industry, business environment and strategy to identify current and future opportunities for NTT (Ltd).

- 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 organizational 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 & 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.

Job Description Summary:

- Primary Segment Focus

Existing 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)