Sales Specialist: Client Success

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

Your day at NTT DATA

NTT DATA is looking for an enthusiastic and highly driven Client Success Manager to join our Melbourne and Sydney teams.
The Client Success Manager will be assigned a territory of clients and will be responsible for ensuring they achieve their desired outcomes by leveraging NTT DATA’s portfolio of Support Services and VBR renewals.
Acting as the main point of contact, they will build and maintain key internal and external relationships, managing activities through NTT DATA’s Client Success Management Charters of Renewal and Expansion.
As the clients’ trusted advisor, the Sales Specialist: Client Success will help them realize value from their investment. This role works in close partnership with sales and client/service delivery management teams to drive in-contract growth and achieve successful, on-time renewals.

What you'll be doing

Key Responsibilities:

Client Nurture / Relationship

• Create and maintain strong, long-term relationships with key client stakeholders.
• Consistently engage the client through the contract lifecycle, driving renewal and expansion stages
• Provide industry insights, technology trends, and competitor landscape to highlight NTT DATA’s expertise and differentiated offerings
• Create and maintain critical relationships with the NTT DATA account team
• Engage appropriate resources to manage opportunities identified outside of the Client Success function
• Take ownership of client issues which cannot be resolved though the standard process, facilitating a satisfactory client outcome with relevant resolver groups within the organization.
• Will be the primary account owner for assigned territory in SFDC.

Expansion Charter

• Drive up-sell of existing Technology Solutions and services to achieve Gross Profit (GP) targets
• Identifies cross-sell opportunities (to extend organization’s footprint with the client) and facilitate engagement with Sales/GTM functions to manage these opportunities

Renewal Charter

• Proactively manage the pipeline for contract renewals and conduct regular client business reviews
• Demonstrates the value delivered by the NTT DATA throughout the lifetime of the contract and drive a successful and on-time renewal.
• Minimizes churn (client, GP, services) at renewal and seek opportunities to drive up-sell / cross-sell as part of the renewal process.

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Client Success Community Engagement

• Be an active member of the Regional and Global CS Management practice (including adopting standard methodologies, platforms/tools, KPIs, best practice activity, sharing experiences with the community).
• Responsible for Data Quality Management within own client portfolio.
• Builds and maintains an up-to-date knowledge of NTT DATA’s offerings.

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• Excellent interpersonal skills with the ability to develop and maintain solid stakeholder relationships up to Management level.
• Seasoned account planning and stakeholder mapping and management techniques.
• Ability to interpret a client’s business strategy / plans and understand opportunities for company solutions/services.
• Ability to provide an external industry viewpoint (including industry insights, technology trends and competitor landscape) and to highlight the organization's expertise and differentiated offerings and position “partnership” offerings with the client.
• Seasoned sales skills (consultative selling and negotiation) with the ability to identify up-sell opportunities and close resulting deals.
• Ability to execute on-time renewals with minimum volume or price churn.
• Excellent knowledge and understanding of IT service environment, service operations and ITIL practices.
• Ability to understand financial statements and metrics, including GP, expense control, and growth relative to market to hold strategic client conversations.
• Strong understanding of contracts and contract management; with the ability to maintain the contract, to discuss with the client and understand how to position as a value exchange.

Some of our benefits

NTT DATA is a Global and Australian Top Employer, and holds Family Friendly Workplace accreditation. We believe in bringing out the best in you by providing an environment and flexibility that enables you to thrive at work and at home.

As part of the NTT DATA family, here is a small sample of the benefits you will enjoy:

• Flexible and hybrid working 
• Leave options that allow you to contribute to your community, study, or just take time to recharge.
• A parental leave policy that supports parents and carers.
• Income protection insurance.
• A comprehensive wellbeing program and associated benefits.

Everyone is welcome here

For us, diversity is a strength that is nurtured through an inclusive and fair environment. We’re committed to building a diverse workforce, including all and providing everyone with equal opportunities to thrive in their careers.

Workplace type:

About NTT DATA
NTT DATA is a $30+ billion trusted global innovator of business and technology services. We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize and transform for long-term success. We invest over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies. Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation and management of applications, infrastructure, and connectivity. We are also one of the leading providers of digital and AI infrastructure in the world. NTT DATA is part of NTT Group and headquartered in Tokyo.

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. Join our growing global team and accelerate your career with us. Apply today.