Senior Principal Security Client Partner

Ntt America Solutions

Full-time - Senior

Hybrid

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, develop tailored solutions, and close sales opportunities. The position requires building strong relationships with clients and internal teams, ensuring a deep understanding of client requirements, and championing the delivery of security solutions. The role is pivotal in converting clients to managed services, leading to long-term partnerships and multi-year renewals.

Responsibilities

• Generate demand and sell Security Managed Services solutions by assisting clients in identifying needs and articulating value.
• 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.
• Partner with regional leads and services teams to achieve successful sales outcomes.
• Collaborate with partners and vendors to drive select deals through vendor-based opportunities.
• Advise on regional sales governance processes and Deal Clinics to profile opportunities.
• Build and maintain 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.
• Construct and support commercial solutions for Managed Services, ensuring win/win outcomes.
• Manage a pipeline of opportunities and document strategies to meet sales targets.
• Work with cross-functional teams to ensure timely delivery of proposals and scope of work.
• Develop and implement opportunity plans with regular check-ins with stakeholders.
• Ensure data accuracy based on sales reporting standards for insights.
• Negotiate deals with clients and lead internal account management teams to conclude services deals.
• Share best practices and industry trends with internal and client teams.
• 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 enterprises.
• Experience structuring large, multi-year profitable contracts.
• Ability to build strong relationships with clients, especially at the C-suite level.
• Experience managing the entire sales and contracting process, including legal implications.

Nice-to-haves

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

Benefits

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