Client Manager

About NTT DATA

NTT DATA is recognized for its technical excellence and leading innovations, aiming to make a difference for clients and society. The company fosters a diverse and inclusive workplace where employees can grow and thrive.

The Role of Client Manager

NTT DATA is seeking a Client Manager for a full-time position in Riyadh, Saudi Arabia. This role involves managing and expanding client relationships across all solution areas within assigned regional accounts, with a focus on driving expansion and renewals. The Client Manager will work to achieve revenue and margin targets while maximizing sales opportunities by aligning client needs with the company's offerings.

Key Responsibilities

• Manage and grow client relationships to drive expansion and renewals across all solution areas within assigned regional clients.
• Build relationships and influence stakeholders.
• Collaborate with the company's network of offices to deliver a consistent client experience in each relevant market.
• Achieve revenue and margin targets and maximize sales opportunities by connecting client needs with company offerings and solutions.
• Develop and drive organizational strategy with local client managers within assigned regional accounts.
• Utilize engagement skills to establish account strategies with key stakeholders (focus of power, focus of receptivity, focus of dissatisfaction).
• Minimize churn and maximize retention in assigned accounts.
• Use company sales tools (*, ************ and methodology to effectively manage accounts, opportunities, pipelines, and forecasts.
• Maintain full awareness and understanding of International Trade Policy.
• Meet or exceed quota targets through comprehensive account management.
• Grow the profitability, revenues, and client satisfaction levels for the company’s regional client portfolio.
• Drive client satisfaction throughout the entire lifecycle of the client's buying process by taking ownership of the commercial agreement for each client.
• Generate demand by assisting clients in identifying current needs (turning implied needs into explicit needs) and articulating how the company can add value through services and solutions.
• Approach account management systematically by identifying strategies to develop and grow the account profitably.
• Perform vulnerability analysis of the company's position compared to competitors and vendors to ensure client requirements are central to proposed solutions.
• Positively influence and enable financial control, governance, and compliance in a region throughout the area of specialization to prevent and reduce financial costs.
• Act as the first point of contact for client issues.

Required Experience and Attributes

Candidates should possess 5-10 years of relevant experience and demonstrate strong capabilities in sales business acumen, client engagement, solution skills, and pursuit strategies.

• Sales Business Acumen: Skills supporting successful selling through an organizational and business outcome mindset, focusing on planning, leveraging tools and data, and understanding company business requirements. This includes developing skills to understand the client’s business (commercial and financial aspects) to deliver value from the company's service portfolio.
• Sales Client Engagement and Management: Skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. This requires a detailed understanding of client needs, effective sales planning, building trust, and managing client expectations.
• Sales Solution Skills: Knowledge of the company’s offerings, client applications, use cases, and market trends, with the ability to apply them to individual client and prospect situations. This positions the sales team member as an expert client advisor and requires the ability to link company offerings, including high-value services, to specific client and prospect needs and outcomes.
• Sales Pursuit: Skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. This requires individual ownership and accountability for coordinating internal and external resources to close sales opportunities.

Work Environment

This is an on-site working position based in Riyadh, Riyadh, Saudi Arabia.