Sales Director Services Pursuit

Job Description


In a constantly changing world, we work together with our people, clients and communities to enable them to fulfill their potential to do great things. We believe that by bringing everyone together, we can solve problems using innovative technology that can create a world that is sustainable and secure. At NTT, we encourage you to remain continuously curious, as that is what keeps you fast, flexible and relevant. No two days will be the same but that is what will help you grow and realize your full potential. The power is in your hands to do great things. It’s time to lead the change, be the authentic you, to solve difficult challenges, to set the pace of change and to unleash your potential. Want to be a part of our team?The Senior Sales Manager takes responsibility for managing Sales Managers and / or a team of Client Managers and/or Sales Specialists. Their primary objective is to achieve their sales targets and to drive the business strategy into the Sales teams through effective allocation of their team’s territories and targets and providing strategic support to the senior Client Managers. They do this by motivating their team members and ensuring outstanding sales performance within and without the team. Their role is a combination of management, selling, coaching and leadership activities, with the objective of enabling their sales team to over achieve the sales targets assigned to them. Manages sales directly to end-users of the organization’s products or services in a large specified geographic area, or is responsible for a specific industry or product segment on a national or geographic basis. Incumbents at the Director and Senior Director level typically manage other sales managers. Incumbents at the Manager level may manage only individual contributor sales account managers and may carry their own sales quota. The incumbent’s level may be determined by the size of the geographic area of responsibility (e.g., region vs. district vs. branch), the size or significance of the industry or product segment for which the incumbent is responsible, or other factors. Working at NTT Key Roles and Responsibilities: Works with the regional Sales Leadership and decision makers to assist with the development of a sales strategy that will deliver the strategic objectives as outlined in the global and regional organizational strategy. Define the way the sales force will approach the market and to determine the targets that the sales force should achieve and strive to exceed. Develops the Managed Services Go-to-market strategy and ensures the strategy is applied to within all Sales verticals Responsible for Managed Services pipeline build and overall execution to a headline UK&I MS growth Gross Profit Provide input into and ensure that sales procedures and policies as defined by the sales leadership are implemented and followed. Drive the alignment to the sales and organisational strategies by creating operational plans and identifying areas for continuous improvement in the sales process. Responsible for operational management of the team which, creating and executing on plans and reporting on the team activities in the required forums. Engage in account planning and assist the Client Manager in opportunity qualification for large or complex deals. Actively drives key client and critical deal Services strategy to maximise platform based services within Network, Cloud and Security disciplines Engages with vendors and partners to create go-to-market strategies with their sales teams. Act as mentor/coach and advisor that assists the sales force to set and keep to priority activities. Take final responsibility for the update and accuracy of sales tools/systems and sales reports. Knowledge, Skills and Attributes: Extensive Sales business acumen - the skills supporting successful selling through organizational and business outcome mindset. Success will require focusing on planning, leveraging tools and data, and concentrating on NTT Ltd business requirements. Developing the skills to understand your client’s business (including commercial and financial aspects) in order to bring value to them from NTT’s portfolio of services. Extensive Sales client engagement & management - the skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations. Developing the skills required to know your client, building effective & lasting relationships with them and to be seen as a trusted advisor. Sales solution skills - the knowledge of NTT Ltd’s offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor. Success will require the ability to link NTT Ltd offerings, including high-value services to specific client and prospect needs and outcomes. Sales resources optimization - building internal relationships, working with pursuit teams and leveraging vendors as resources throughout the sales cycle. Sales pursuit - the skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities. Detailed understating of the pursuit phases with client domain and key qualification and decision points through out the sales process – particularly for Complex key engagements / pursuits Sales strategy execution - The skills to ensure that the sales strategy is aligned to the business strategy. Sales business management - the skills to ensure that target setting and associated processes is aligned to meeting the target. Sales talent management & enablement - the skills to ensure that results are achieved through effective talent management. What will make you a good fit for the role? Academic Qualifications and Certifications: Bachelor’s degree or experience equivalent Required Experience: Extensive relevant experience in similar role within a related environment Extensive experience in one or preferably more of the following : Services based sales, contract management, Operations, Pursuit Management Solid previous experience operationally managing a sales team Extensive experience dealing with clients and engaging to influence sales Previous demonstrable experience in the sales management role Good strategic and operational planning experience Good understanding and experience within Network Infrastructure and / or Cloud and Data Centre market-place Preferable experience of Outsource modelling and subsequent management Manages activities of two or more units or departments Exercises supervision in terms of costs, methods and staffing May have managers below them

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