Client Executive - Federal Civilian

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Date: Feb 24, 2024

Location: McLean, VA, US

Company: NTT DATA Services

Req ID: 262255 

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 Client Executive - Federal Civilian to join our team in McLean, Virginia (US-VA), United States (US).

NTT DATA currently seeks a Growth Oriented Client Executive to join our Federal Civilian team in the Washington, DC area. 


The Client Executive will be responsible for revenue Growth, account P&L, and client satisfaction of all accounts in their portfolio. The Client Executive will be responsible for defining and executing the account strategy, defining and executing pursuit strategies, revenue forecasting, achieving all financial targets, service excellence, and overall client satisfaction.  This position requires a Federal Civilian industry focus, the understanding of a diverse solution offerings as well as management of a diverse portfolio, leveraging a remote and onsite model, who has the ability to interface with executives at all levels.


Roles and Responsibilities:

  • Ensure financial targets are met for the account(s), including revenue, gross margin, profitability, days sales outstanding, etc. 
  • Responsible for the annual operating plan and P&L for the account(s)
  • Ensure that services are delivered in a way that maximizes the value of its global delivery model and achieves revenue, gross margin, contribution margin and other financial objectives for the account(s) in the most optimized approach.
  • Ensure accurate and timely completion of monthly financial activities such as forecasting, invoicing, revenue recognition, and accounts receivable.
  • Drive revenue portfolio growth to achieve or exceed annual operating plan.
  • Maximize sales opportunities and account penetration within assigned account(s).
  • Manage business development activity to expand the depth and breadth of NTT DATA’s presence at assigned account(s).
  • Drive growth at assigned account(s) through problem solving and issue resolution.
  • Lead the development of complex but achievable solutions.
  • Engage NTT DATA’s senior leadership and expertise to add business value and create growth opportunities at the client site(s)
  • Engage and leverage the full NTT DATA’s team to drive business development.
  • Apprise clients of new product/service offerings
  • Aggressively pursue client facing sales opportunities
    • Target Demand:  Network, prospect, seek referrals, and gain sponsorship to meet with key leaders at the account(s).
    • Create Demand:  Present industry insights, assess client direction and provide thought leadership that creates value for the client.
    • Shape Demand:  Uncover the critical success factors in client initiatives and shape buying criteria.  Develop business cases and value propositions.  Shape and validate the decision-making process.
    • Capture Demand:  Gather competitive intelligence, position NTT DATA’s proposal, build alignment to NTT DATA’s value proposition, present the business case, negotiate, and close the deal.
    • Fulfill Demand:  Proactively manage customer satisfaction, share results achieved, build client recognition of successes, and leverage client relationships for additional business.
  • Proactively conduct non-client facing sales activities
    • Target Demand:  Conduct client and industry research, identify prospects (divisions, geographies, people, etc.), develop call plans and customize materials.
    • Create Demand:  Develop messages to gain client interest, create initial sales plans, map the client’s political landscape, and complete competitive analysis.
    • Shape Demand:  Orchestrate a team, create a differentiated solution, lead solutioning and pricing efforts, and frame the competitive strategy.
    • Capture Demand:  Finalize pursuit strategies, presentations, and internal approvals
    • Fulfill Demand:  Monitor results and communicate successes.
  • Actively formulate and nurture strong relationships with senior managers and executives across the account(s), so that NTT DATA is viewed as a long-term strategic partner and trusted advisor
  • Proactively demonstrate NTT DATA’s interest, understanding and commitment to the client(s) as a valued partner
  • Develop a deep understanding of the client’s business issues, and tap NTT DATA’s organizational talent as required to serve the customer(s)
  • Collaborate with practice leads and industry experts within NTT DATA to provide the client(s) with leading edge solutions
  • Strive for 100% reference ability of assigned client(s)
  • Ensure that NTT DATA is delivering quality services and that client issues are addressed in a timely and effective manner
  • Ensure delivery of high quality, innovative products and solutions that have a meaningful impact on the client’s business
  • Ensure compliance with all contractual obligations related to the client(s)
  • Define and implement an effective organizational structure for the account(s), which includes building the right capabilities to overcome challenges, seize opportunities, and drive results
  • Provide ongoing leadership, coaching and mentoring for the account team, driving a culture of engagement and positive morale
  • Partner with Talent Acquisition to create resource requests and select diversified, talented candidates for positions
  • Foster team support globally, engaging resources effectively across delivery, sales, and strategic support units
  • Partner with the human capital team to build a highly productive and engaged workforce where careers are built, leaders are developed from within, and performance is differentiated
  • Ensure timely and accurate implementation of human capital programs for direct reports such as compensation reviews, performance reviews, promotions, recognition, succession planning, communications, and leadership development
  • Manage Delivery Managers on assigned account(s)
  • Provide primary input on performance reviews and salary reviews for Delivery Managers and other dotted line reports
  • Ensure that all Company values, policies, and guidelines are adhered to and practiced by setting the example through personal leadership


Basic Qualifications:

  • Bachelor’s degree
  • 15 years’+ experience in IT services sales/consulting background
  • 10+ years of experience with finance, contract management, client relationships, people management, project/program (and account) management within the Federal market. (Current or recent relationships with Treasury, or Commerce or Energy or Labor or US Courts or USDA)
  • 5+ years of experience involving expert negotiation skills (e.g., contracts, pricing)
  • Ability to travel up to 10% of the time



Skill Preferences:

  • Advanced ability to lead multiple large teams simultaneously
  • Able to multi-task to manage both tactical and strategic work streams relating to area of responsibility over a function and/or region
  • Expert knowledge of finance, contract management, client relationships, people management, project management and relevant industry information
  • Expert negotiation skills
  • Strong oral and written communications skills and must possess experience at presenting and leading meetings with senior executives including the C-level suite
  • Develop relationships with senior client executives and leverage those relationships to expand NTT DATA’s business through a consultative selling approach
  • Drive business development and sales results in assigned account(s)
  • Build and deliver creative value-added solutions (leveraging internal and external/partner talent where applicable)
  • Experience selling and delivering solutions-based services
  • Ability to cross-sell IT services
  • Must have a strong background in project estimation, sales support, and proposal writing
  • Understand diverse business units and develop/drive strategic initiatives, value propositions and compelling proposals
  • Lead account planning efforts and develop strategic account plans
  • Use CRM and knowledge management tools
  • Financial management capabilities, including strong forecasting ability
  • Lead a pursuit team and qualify deals





About NTT DATA Services

NTT DATA Services is a recognized leader in IT and business services, including cloud, data and applications, headquartered in Texas. As part of NTT DATA, a $30 billion trusted global innovator with a combined global reach of over 80 countries, we help clients transform through business and technology consulting, industry and digital solutions, applications development and management, managed edge-to-cloud infrastructure services, BPO, systems integration and global data centers. We are committed to our clients’ long-term success. Visit or LinkedIn to learn more.

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.

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