Senior Principal Security Client Partner
: Job Details :

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The Senior Principal Security Client Partner is a highly skilled and advanced subject matter expert and is a quota-bearing sales persona. This role has the primary responsibility to work with services teams to identify, develop, and close managed service and outsourcing deals.

This is a services expert role, recognized as the client's trusted cloud managed services advisor and applies consulting led sales skills to engage and close opportunities with decision-makers.

This role works directly with clients at a variety of levels, as well as other internal sales and delivery expert teams such as Client Managers and pre-sales services-type architects and post the sale; the delivery teams that will manage the client's outsourced solution. Deals often involve alignment on business outcome led multi-product/multi-vendor Security solutions with services.

This role 'champions' the delivery teams' understanding of the client's solution requirements, and initiates improvement programs ensuring that the client remains committed to solutions which leads to more sales opportunities.

Building and developing excellent stakeholder relationships with clients, fully understanding the client and the industry in which they operate will be a core focus of this role. The focus of this role remains on converting the client to a managed services client resulting in multi-year renewals; deals may involve a long sales cycle.

As a Senior Principal Security Client Partner, this role has the opportunity to partner with some of the biggest global organizations helping them convert to new business models.

What you'll be doing

Key Responsibilities:

Ensures the generation of demand and selling Security Managed Services solutions -

* Ensures the generation of demand by assisting clients to identify and qualify current needs and effectively articulate how the company can add value through its services and solutions offering.

* Guides on addressing the objections that a client may pose in moving to a managed services solution.

* Guides on allocating and deciding sales time between assigned clients and new prospect opportunities; yet ensure focus remains on the top clients/prospects and balance opportunity size with likely outcomes.

Sales partnership -

* The success of the services agenda and successful sales will rely on successful partnership with others; this will include regional leads and services teams to work on the best outcome for the client.

* Works cross functionally with partners and/ or vendors to drive select deals through vendor-based opportunities.

* Works cross functionally with broader organization such as the Offer Management, Commercial Architecture and Delivery teams to promote and support high-value services opportunities.

* Advises on regional sales governance processes and Deal Clinics to profile opportunities.

Managed Services industry trusted advisor -

* Guides on building deep and long-term relationships with client leaders in a Managed Services opportunity and execute a competitive win strategy through understanding the client's business requirements and competitive landscape.

* Owns the maintenance of a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in.

* Develops the knowledge base of company's services solutions within a services practice by sharing best practices with internal teams as well as client teams; ensuring that internal teams are aware of typical client challenges.

Deal construct -

* Owns the build and supports commercial solutions for Managed Services solutions and design deals that meet client's needs and ensure win/win solutions for both client and the organization.

* Guides on constructing the managed services deal including the commercial modelling, negotiate contractual terms, mitigate legal risk and obstacles, and move the proposal to close to meet assigned quota.

Drives the sales process -

* Guides on managing a pipeline of opportunities and creating and documenting a shared strategy to meet sales target such as net new customer pursuit plans to land new logos, activities to achieve client satisfaction, minimize churn, cross-sell, upsell, revenue, and margin goals.

* Works with cross functional sales teams and commercial architects to successfully position the service and see the opportunity through to closure.

* Works with cross functional internal teams to ensure scope of work and proposals are tracked, managed and delivered on time.

* Develops and owns the implementation of an opportunity plan, to provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders

* Guides on ensuring data is accurate based on sales reporting standards to provide data-driven insights.

* Advises on the negotiation of deals with clients and lead the internal account management team to enable conclusion of services deals.

* Advises on the knowledge base of company's solutions and services by sharing best practices, industry and technology trends with internal stakeholders and clients.

* Leads on regional reporting cadence as it relates to regional performance and major deal reviews.

Knowledge and Attributes:

* Excellent understanding of cybersecurity concepts, including different types of threats, attack vectors, and common security vulnerabilities

* Familiarity with a wide range of security solutions

* Excellent knowledge of best practices for securing networks and systems, including secure network architecture, access controls, and authentication mechanisms

* Excellent understanding of and the ability to position company's services offerings that may span multiple technology domains across Managed Services, Support Services, Consulting Services and Technical Services

* Significant understanding of platform delivered services and how to articulate the value of standardized, centralized and optimized services.

* Conversant with a business outcome led approach to sales.

* Significant understanding of broader IT infrastructure components, such as servers, storage, virtualization, and data centers.

* Significant understanding of financial statements and metrics, including revenue, expense control, and growth relative to market in order to hold strategic client conversations.

* Have the legal knowledge to discuss contracting with the client and understand how to position terms as a value exchange.

* Client-centricity coupled with problem solving.

* Significant business acumen and negotiation skills to craft solutions that are beneficial to the company and the client.

* Excellent ability to pro-actively and independently identify and qualify opportunities, an entrepreneurial mindset if key.

* Natural team player - ability to coordinate and liaise with delivery teams across multiple business areas.

* Quick learner to understand any new solutions that are ready to take to market.

Academic Qualifications and Certifications:

* Bachelor's degree or equivalent in a Technical or Sales field or related.

* Certifications such as Scotworks and Solution selling is desired.

* Solution Selling/SPIN certifications is desired.

* Desired technology certifications include AWS Cloud Practitioner Essentials Training, MS Azure Fundamentals Training or latest equivalent

Required Experience:

* Impressive track record of managed services solutions to large enterprise accounts.

* Significant demonstrated experience selling complex solutions and services to the C-suite in large enterprise accounts.

* Significant demonstrated experience structuring large, multi-year profitable contracts.

* Significant demonstrated ability building strong relationships with clients across all levels; but especially the C-suite.

* Significant demonstrated experience of networking with senior internal and external people in the specialist area of expertise.

* Significant demonstrated experience in managing the entire sales process, contracting process and legal implications of a deal.

Workplace type:

Hybrid Working

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. Accelerate your career with us. Apply today