Senior Principal Security Client Partner

Ntt America Solutions - Milford, CT

Full-time - Senior

Hybrid - Milford, CT

10,001+ employees

Telecommunications

About the position

The Senior Principal Security Client Partner at NTT DATA is a highly skilled sales professional responsible for driving managed service and outsourcing deals. This role involves working closely with clients to identify their needs, articulate the value of NTT DATA's services, and build long-term relationships. The position requires a deep understanding of cybersecurity and the ability to navigate complex sales processes, ensuring client satisfaction and successful deal closures.

Responsibilities

• Generate demand for Security Managed Services solutions by assisting clients in identifying and qualifying their needs.
• Guide clients in addressing objections to moving to managed services solutions.
• Allocate sales time effectively between assigned clients and new prospects, focusing on top clients and balancing opportunity size with likely outcomes.
• Partner with regional leads and services teams to achieve the best outcomes for clients.
• Collaborate with partners and vendors to drive select deals through vendor-based opportunities.
• Work cross-functionally with Offer Management, Commercial Architecture, and Delivery teams to promote high-value services opportunities.
• Build and maintain deep, long-term relationships with client leaders in Managed Services opportunities.
• Maintain a high level of relevant service knowledge to engage in meaningful conversations with clients.
• Develop the knowledge base of company's service solutions by sharing best practices with internal and client teams.
• Construct and support commercial solutions for Managed Services, ensuring win/win outcomes for clients and the organization.
• Manage a pipeline of opportunities and document shared strategies to meet sales targets.
• Coordinate with cross-functional sales teams and commercial architects to position services effectively and close opportunities.
• Implement opportunity plans with regular check-ins with primary contacts and stakeholders.
• Ensure data accuracy based on sales reporting standards for data-driven insights.
• Negotiate deals with clients and lead the internal account management team to conclude services deals.
• Share best practices and industry trends with internal stakeholders and clients.
• Lead regional reporting on performance and major deal reviews.

Requirements

• Bachelor's degree or equivalent in a Technical or Sales field or related.
• Impressive track record of managed services solutions to large enterprise accounts.
• Significant experience selling complex solutions and services to the C-suite in large enterprise accounts.
• Experience structuring large, multi-year profitable contracts.
• Ability to build strong relationships with clients, especially at the C-suite level.
• Experience networking with senior internal and external stakeholders in the specialist area of expertise.
• Experience managing the entire sales process, including contracting and legal implications.

Nice-to-haves

• Certifications such as Scotworks and Solution Selling are desired.
• Solution Selling/SPIN certifications are desired.
• Technology certifications like AWS Cloud Practitioner Essentials Training or MS Azure Fundamentals Training are preferred.

Benefits

• Diversity and inclusion initiatives
• Professional development opportunities
• Hybrid working environment