Client Manager New Business

7 days ago

Farnborough, Hampshire, United Kingdom NTT Full time

Continue to make an impact with a company that is pushing the boundaries of what is possible. At NTT DATA, we are renowned for our technical excellence, leading innovations, and making a difference for our clients and society. Our workplace embraces diversity and inclusion – it's a place where you can continue to grow, belong, and thrive.

Your career here is about believing in yourself and seizing new opportunities and challenges. It's about expanding your skills and expertise in your current role and preparing yourself for future advancements. That's why we encourage you to take every opportunity to further your career within our great global team.

Grow Your Career with NTT DATA

The primary responsibilities of the Senior Client Manager - New Acquisition are to pursue, and land identified and qualified sales leads and to hunt for new opportunities from a list of named account targets across all solutions, specifically in Life Sciences and Pharmaceuticals . This position identifies and aligns the most suitable value propositions, partner configurations, cost structures and revenue models for identified target markets to satisfy the needs of the client. They are accountable for new account development and/or expanding existing accounts within an established geographic territory/product line.

What you'll be doing

Key Roles and Responsibilities:

  • Pursue and land identified and qualified sales leads.
  • Hunt for new opportunities from a list of named account targets across all solutions.
  • Identify the most suitable value propositions, partner configurations, cost structures and revenue models for identified target markets.
  • Ensure opportunity adoption.
  • Search for expansion opportunities.
  • Work closely with client manager to close sale.
  • Close new sales opportunities that do not require Client Management resources.
  • Provide quotations for solutions as indicated by the organisation's service level agreements.
  • Maintain a pipeline of early stage leads.
  • Use the organisations' sales tools (e.g. ) and methodology to effectively manage customer, opportunity data and track sales leads activity.
  • Drive the sales process with the qualified leads to close sales.
  • Build relationships with existing and new clients resulting in future sales.
  • Provide clients with accurate service and product solution pricing and delivery information.
  • Recommend alternate solutions based on costing, availability or specifications as indicated by the organisation.
  • Aiding in the sales/client management process.
  • Ensure that sales qualified leads have been managed through all stages of the sales cycle.
  • Manage leads as generated, assign and track stages accordingly.
  • Provide clients with product and service knowledge.
  • Implement consultative selling by working together with the client to understand critical business and personal drivers.
  • Build trust with the client in order to move to proposal and close.
  • Make use of various opportunity tools (e.g. strategic opportunity plans) to clearly define expected ROI of a solution in order to develop trusting relationships.
  • Co-create solutions with Line of Business (LoB) buyers.
  • Participate in the negotiation of deals by creating win/win situations through flexibility and making trade-offs.
  • Close deals by establishing a timeline and creating a convincing event.


Knowledge, Skills and Attributes:

  • Ability to use organisational and business mindset to support successful selling
  • Strong understanding of standard practices, concepts and procedures within the sales field
  • Good sales planning skills with the ability to leverage tools and data appropriately
  • Display the ability and skill to understand your client's business (including commercial and financial aspects) in order to bring value to them from the organisation's portfolio of services
  • Effective sales client engagement and management skills with the ability to build trust whilst managing client expectations
  • Displays a thorough understanding of client needs
  • Displays the skills required to know your client and to be seen as a trusted advisor
  • Good sales solution skills and knowledge of product and services offerings, client applications, use cases and market trends
  • Ability to link the organisation's offerings, including high-value services to specific client and prospect needs and outcomes
  • Ability to build internal relationships and leverage vendor resources effectively
  • Ability to identify and advance opportunities at assigned prospects and clients


Academic Qualifications and Certifications:

  • Relevant Degree or Advanced Diploma
  • Relevant vendor certifications


Required Experience:

  • Advanced demonstrated experience in a similar role in a marketing or sales environment (telesales in technology and software preferred)
  • Advanced experience working in the technology industry
  • Advanced demonstrated work experience in B2B outside lead generation setting
  • Advanced previous solution sales develop and/or lead generation experience
  • Advanced inside sales experience
  • Advanced experience working with sales tools and other sales automation or prospecting tools (e.g., )
  • Advanced demonstrated success in a role with weekly, monthly, and quarterly targets

Workplace type:

Hybrid Working

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, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Accelerate your career with us. Apply today

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