Back to Job SearchThe team you'll be working with:
As a Client Partner, you will be working in the Hospitality, Travel and Leisure subsector, reporting directly in the Sub Sector Lead within the Product and Services Business Unit. You will work on a daily basis with an account Delivery Lead who will be responsible for successful delivery of all NTT DATA projects and services into the client.
Within the overall sector, you will interface with a Finance Business Partner, a PMO function, a Commercial Manager, Advisory Director and Operations Director. There is a Sub-Sector Delivery Director who will also be part of your key network.
Outside of the Business Unit, you will be required to build relationships with key individuals around the UK and broader business. This will entail key people from the Global and Local Practices and Centres of Excellence relevant to your customer base.
What you'll be doing:
The Client Partner has full P&L responsibility for a large single or portfolio of clients and is expected to deliver through relationship building, sales pipeline management, hitting revenue targets and on time delivery. As a proven strategic relationship builder the Client Partner will have deep industry knowledge along with a track record of Alliance and Partner relationship building and proposition development. Able to work collaboratively across the business, motivating and leading business units to enable on time delivery of client expectations.
Relationships
- Building constructive relationships with sales support and service lines to construct solutions for meeting client’s business needs with key personnel in assigned customer accounts
- Expand relationships with decision makers and influencers at CXOs and below levels in new and existing buy centres and highlight the impact our services can deliver.
- Bring new ideas and perspectives to executives’ agnostic of immediate sales opportunities
- Building vendor and other partner relationships to drive the business forward
- Managing the commercial/contractual relationship with the client, negotiating terms and conditions
Sales pipeline management
- Ability to identify opportunities, manage pipeline, close sales and manage revenue
- Effectively market our multiple services offerings and digital capabilities based on client-specific business priorities, co-create multiyear roadmap to transform and digitally uplift client's organization.
- Articulate and tailor value propositions based on the needs identified for client and differentiation of our company
- Manage the mix of new vs renewal and drive proactive sales efforts
- Proactively assessing, clarifying, and validating customer needs on an on-going basis
- Be persistent in following up with customers to move them from discussions to clear interest in executing a deal
- Negotiate the pricing and commercials in a manner that meets profitability goals
Revenue and margin targets
- Regularly review progress and define strategy to exceed targets
- Assuring work order cover across client base and being accountable
- Delivery of budgeted margin – project margin and net margin
Delivery
- Accountability for delivery across all revenue streams
- Leading solution development efforts that best address customer needs, defines project deliverables, coordinates the involvement of all necessary company personnel
- Working with sales support and service lines to construct solutions to meeting client’s business needs and presenting back to the client in proposals
- Effectively manage account operations including objective setting, WBS set-up, timesheet completion and WIP/WAR management
What experience you'll bring:
- Proven experience in delivering growth within your account base
- You'll have sold and been accountable for complex projects and services in a variety of customer domains and multiple technology areas, able to have a broad understanding of the capabilities within NTT DATA.
- Developing ideas and present a strong value proposition to the customer.
- Create and execute an account strategy.
- familiarity with taking your proposals through a governance process, and the ability to bring your colleagues on a journey. You will also have experience of successfully responding to tenders and RFPs.
- You will have good instincts on what good delivery looks like and structure your account accordingly.
- Your relationship development and interpersonal skills will be exceptional – with evidence of a ‘right to text’ track record within previous roles.
- An understanding of the Airline industry an advantage
Who we are:
We’re a business with a global reach that empowers local teams, and we undertake hugely exciting work that is genuinely changing the world. Our advanced portfolio of consulting, applications, business process, cloud, and infrastructure services will allow you to achieve great things by working with brilliant colleagues, and clients, on exciting projects.
Our inclusive work environment prioritises mutual respect, accountability, and continuous learning for all our people. This approach fosters collaboration, well-being, growth, and agility, leading to a more diverse, innovative, and competitive organisation. We are also proud to share that we have a range of Inclusion Networks such as: the Women’s Business Network, Cultural and Ethnicity Network, LGBTQ+ & Allies Network, Neurodiversity Network and the Parent Network.
For more information on Diversity, Equity and Inclusion please click here: Creating Inclusion Together at NTT DATA UK | NTT DATA
what we'll offer you:
We offer a range of tailored benefits that support your physical, emotional, and financial wellbeing. Our Learning and Development team ensure that there are continuous growth and development opportunities for our people. We also offer the opportunity to have flexible work options.
You can find more information about NTT DATA UK & Ireland here: https://uk.nttdata.com/
We are an equal opportunities employer. We believe in the fair treatment of all our employees and commit to promoting equity and diversity in our employment practices. We are also a proud Disability Confident Committed Employer - we are committed to creating a diverse and inclusive workforce. We actively collaborate with individuals who have disabilities and long-term health conditions which have an effect on their ability to do normal daily activities, ensuring that barriers are eliminated when it comes to employment opportunities. In line with our commitment, we guarantee an interview to applicants who declare to us, during the application process, that they have a disability and meet the minimum requirements for the role. If you require any reasonable adjustments during the recruitment process, please let us know. Join us in building a truly diverse and empowered team.
Location
“Upon joining the NTT DATA UK family, you will experience a culturally diverse organisation living our values of Clients First, Teamwork and Foresight as we partner with our customers every day.
At NTT DATA UK, we are proud to support and invest in our people. We offer a variety of rewarding career paths and opportunities to develop professionally - with access to cutting edge innovation.”
Niccolo Spataro, CEO, NTT DATA UK
