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Sr. Sales Exec - SLED - Mid Atlantic

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Date: Nov 1, 2022

Location: Richmond, VA, US

Company: NTT DATA Services

NTT DATA is a team of more than 139,000 diverse professionals, operating in more than 50 countries throughout the world. The sectors where we have activities include: public administration and health telecommunications, finance, converging industries, utilities, energy, manufacturing, and healthcare.

 

Our mission? Offer technological solutions, business, strategy, development and maintenance of applications, while being a benchmark in consulting. All thanks to the collaboration between teams, the human quality of our people and the fact that we do not conform to what is established, we always seek innovation that brings us closer to the future.

 

Our essence has led us to the forefront of technology, breaking paradigms and providing solutions that truly respond to the needs of each client. Our talent has led us to be one of the top 6 technology companies in the world. 

 

NTT DATA Services strives to hire exceptional, innovative and passionate individuals who want to grow with us. If you want to be part of an inclusive, adaptable, and forward-thinking organization, apply now.

 

We are currently seeking a Sr. Sales Exec - SLED - Mid Atlantic to join our team in Richmond, Virginia (US-VA), United States (US).

The ideal candidate NTT DATA is seeking has 7+ years of experience and strong relationships in State and Local government, possibly as part of the State or local government administrations, agencies or departments. Additionally, a strong understanding of Information Technology is highly desired as this position will be seeking to ultimately sell technology services and offerings to these entities with a primary role of generating, qualifying, and closing new business for the company.  

 

This person will cover the States of Maryland & Virginia.

 

Essential Duties and Responsibilities:

  • Develop a pipeline of new business contacts and opportunities and conduct regular progress reviews with immediate leadership.
  • Create account plans with detailed demand generation strategies for states, cities, counties and educational institutions (Public Entities) and a plan to grow existing relationships and expand to grow new relationships.
  • Introduce other NTT DATA executive leadership to existing relationships and new contacts.
  • Be intimate with the Public Entities budget processes, specifically understanding budget that is earmarked for Information Technology and bring opportunities forward and coordinate client meetings based on findings.
  • Work months in advance to understand upcoming Requests for Proposals (RFPs), influence specific requirements where possible for the benefit of NTT DATA and bring to the pursuit process far in advance of the RFP issue date.
  • Understand the different contracting vehicles available for all the Public Entities and work to ensure NTT DATA is on each vehicle where applicable. Promote these vehicles to prospects as a potential method to procure services without necessarily going through a formal RFP process.
  • Develop a strong understanding of NTT DATA offerings for Public Entities and promote these to the Public Entities. Also learn about and establish relationships with other NTT Group entities and jointly work together to identify and close new business.
  • Support pursuit and proposal delivery teams throughout the defined pursuit process as a team player, striving to assist the team however needed to execute the overall pursuit process.
  • Work closely with Delivery groups and Marketing to support go-to-market plans and demand generation activities for vertical area.
  • Work with vendor partners to jointly develop business opportunities and close new business.
  • Contribute to NTT DATA’s knowledgebase of presentations, proposals, etc. and share sales tools that are re-usable for others.
  • Update and maintain a detailed funnel of opportunities in Salesforce and provide status reports to ensure current visibility of activities, highlighting areas requiring practice area support and resource needs to meet sales objectives.
  • Develops and executes goals and strategies within sales area. 
  • Own the strategic direction and executive leadership their assigned territory or domain 

 

Job Level Specific Duties:

  • Maintain a senior to expert level of knowledge about the Public Entities business.
  • Sells primarily complex managed services, full IT Outsourcing solutions, application services and industry vertical solutions.
  • Seek to be recognized as a thought leader on the industry, the NTT DATA business model and competitors.
  • Interface and successfully influence multiple C-level executives within the customer organization.
  • Sponsor and institutionalize new and innovative ways of working in teams to meet customer needs/sales objectives.
  • Be guided by brand and NTT DATA overall sales strategies.
  • Model organizational and industry standards in achievement of sales goals.
  • Maintain contact at CEO, CIO, CTO, CISO, CTO, Executive Director and other key decision makers.

 

Basic Experience:

  • 7+ years of a strong understanding of Information Technology, ideally how it applies to Public Entities
  • 7+ years in a consultative selling role able to identify and address client issues
  • 7+ years C-Level selling and relationship building experience

 

Minimum Education and Certifications:

  • Undergraduate degree or equivalent combination of education and work experience. 
  • MBA or Graduate degree preferred.

 

Other Skills:

  • Advanced Public Entities industry and service solution knowledge.
  • Advanced understanding of customer’s decision making process, goals, objectives and strategies. 
  • Advanced business and financial acumen. 
  • Advanced ability to assess potential sales opportunities and develop value propositions. 
  • Advanced presentation and negotiation skills.

 

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About NTT DATA Services

NTT DATA Services is a global business and IT services provider specializing in digital, cloud and automation across a comprehensive portfolio of consulting, applications, infrastructure and business process services. We are part of the NTT family of companies, a partner to 85 % of the Fortune 100.

NTT DATA Services is an equal opportunity employer and considers all applicants without regarding to race, color, religion, citizenship, national origin, ancestry, age, sex, sexual orientation, gender identity, genetic information, physical or mental disability, veteran or marital status, or any other characteristic protected by law. We are committed to creating a diverse and inclusive environment for all employees. If you need assistance or an accommodation due to a disability, please inform your recruiter so that we may connect you with the appropriate team.


Nearest Major Market: Richmond

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