Alliance Business Development Manager, NTT DATA
Microsoft
Digital transformation consulting and services
Open for applications
Digital transformation consulting and services
1001+ employees
Open for applications
1001+ employees
Company mission
To leverage information technology to create new paradigms and values, which help contribute to a more affluent and harmonious society.
Role
Who you are
- As part of the NTT DATA Inc Partner and Alliances team, this role requires an energetic, detail-orientated person, experienced in sales and/or business development as well as a comprehensive understanding of Alliance Partner technologies
- The ability to tactically identify sales opportunities and how to address these using combined NTT and Alliance Partner value propositions when working with the sales organisation
- Able to focus and execute in a changing environment
- Ability to make things happen
- Conversant with a business outcomes-led approach to sales
- Understanding of financial statements and metrics to hold a strategic client conversation
- Problem solving individual who takes initiative and collaborates well with both internal and external stakeholders
- Great presentation, verbal, and writing skills; ability to communicate complex ideas effectively across a wide range of audience levels and functions
- Strong business acumen and negotiation skills to craft solutions beneficial to NTT, and the client, based on Alliance Partner technologies and solutions
- Ability to proactively and independently identify and qualify opportunities
- Highly collaborative self-starter who ensures alignment and builds optimal relationships with key stakeholders
- Action-orientated, quick learner who can meet deadlines, with the capability to manage a range of projects while consistently delivering results
- Demonstrated track record of cloud services/solutions sales
- Demonstrated sales, client engagement, and business development experience with the requisite understanding of relevant markets and market penetration strategies
- Good interpersonal, communication, and organisational skills
- Good relationship building skills with the ability to engage with a variety of internal and external stakeholders
- Good team player and display good attention to detail
- Solution Selling skills
What the job involves
- The Alliance BD Manager will report into the Alliance Lead
- The Alliance BD Manager will work with the Alliance Lead to support and execute the strategic business plan for the Alliance Partner/Client
- The Alliance BD Manager will work directly with the Pre-Sales Solution Architects and delivery teams
- The Alliance BD Manager will support the Alliance Lead in functioning as the glue between NTT DATA Inc and the Alliance Partner, building deep relationships between the teams and orchestrating the workflow between both companies
- The Alliance BD Manager role covers the length and breadth of the Alliance Partners technologies and priorities
- The Alliance BD Manager will also work directly with the NTT DATA Inc
- Marketing team to create and drive Partner GTM programs
- Enable the internal sales organisation to:
- Articulate the Alliance Partner/NTT value propositions and offers
- Identify white-space opportunities for Alliance Partner-based solutions using the current customer base
- Address common objections the client may pose
- Monetise solutions based on Alliance Partner technologies
- Provide the best offer/proposal for NTT customers using Alliance Partner technologies
- Unlock funding and incentives through Alliance Partner programs
- Engage and co-ordinate with Alliance Partner stakeholders such as local Partner Development Manager, Account Executives, Account Technology Strategists as well as 3rd party vendors to drive demand generation through vendor-based opportunities
- Facilitate the relationships between members of the internal sales organisation and Alliance Partner stakeholders. This includes facilitation of joint account planning activities, joint GTM, pro-active demand generation campaigns and follow up to ensure momentum is built and retained
- Engage with the broader organisation such as solution architects from the internal Alliance Partner Team, Specialist Sales, Industry leads and delivery teams to promote and support high-value services opportunities
- Pipeline creation and optimisation. The Alliance BD Manager is to jointly create qualified pipeline with the Alliance Lead, sales teams and their Alliance Partner counterparts, based on Alliance Partner and NTT priorities, pro-actively engaging with the Alliance Partner and NTT account and sales teams
- Management of the Referrals section of Alliance Partner Console/Centre for the specific region/country
- Grow the brand awareness of NTT within the partner and market and evangelizes the joint solutions with the partner to become top of mind with the partner
- Build deep relationships with Client Managers, Sales Specialists, Pre-Sales architects, and assist them in executing competitive wins through understanding the Microsoft technology and solution stack value propositions
- Build deep relationships with Alliance Partner Development Managers, local Account Execs, local Industry leads and Partner Solution Architects to make NTT top of mind with the local Alliance Partner community to generate more opportunities
- Maintain a high level of relevant knowledge to have meaningful conversations with clients, Alliance Partner personnel and about industry verticals
- Contribute to the knowledge base of NTT DATA Inc’s services solutions by sharing best practices with both internal and external teams, ensuring these teams are aware of typical client challenges that can be resolved through joint Alliance Partner solutions
- Become familiar with NTT DATA Inc.’s value propositions and offers to enable marketing and sales when required. This includes articulation of the relevant customer profiles and conversation starters associated to each value proposition
- Thorough practice alignment: the Alliance BD Manager is to be fully aligned with the various practices internally to lift the profile and prioritisation of the Alliance Partner
- Assist internal teams to define and develop required communication, training and other collateral to enable the sales force to sell a particular Partner Alliance based solution
- Identify pipeline from the existing Alliance Partner customer base in the region/country for specific marketing and sales motions when required
- Work with specific Alliance Partner focused sales teams to help them develop business in their respective Alliance Partner technology spaces. This would include helping them to identify relevant funding programs, potential customer pricing models and identifying opportunities
- Understand and work with Sales Specialists and Client Managers on business cases and Total Cost of Ownership (TCO) models as part of the overall value proposition enablement
- Follow up with practices on Solution Assessment activities and notify them of changes in Solution Assessment execution or funding value from Alliance Partner. Track pull-through business
- Assist other members of the Partner Alliance team as well as the internal Alliance Partner team to resolve escalated issues when required
Salary benchmarks
Our take
The changes brought on by digitisation have only accelerated in the past few decades, and large organisations have been struggling to keep up. Attracting future investment and ensuring growth is more than a matter of purchasing new tools, it involves a fundamental change in ways of working and company culture that few organisations have the expertise to achieve on their own. The UK and Ireland arm of NTT Data, a global digital transformation consultancy and services firm, exists to support businesses and government organisations through this seismic change.
With digital transformation at the top of most enterprises' agendas, NTT Data faces major competition in this sector from the likes of Deloitte, Accenture and IBM's consulting arm. However NTT Data UK & Ireland brings significant local expertise particularly in UK telecommunications, financial services and the British public sector which gives them an edge in this market.
NTT Data UK&I has ambitious plans to capture 2% of the total digital transformation market in the UK, a sector which was worth £20 billion in 2022 and is projected to increase rapidly year on year. To achieve this it has formed strategic partnerships with infrastructure providers such as Google Cloud, allowing it to offer multi-cloud solutions as part of its suite of services to its clients. If it can leverage the size and expertise of its parent organisation successfully while still retaining its local advantages, it is well placed to achieve this goal.
Steph
Company Specialist at Welcome to the Jungle
Insights
6% employee growth in 12 months
Company
Company benefits
- A people focused business
- Excellent opportunities to grow your career, including an online training platform with 3000+ courses, accessible from everywhere, to sharpen your skills
- A varied client base
Company HQ
London, UK
Leadership
Fernando Apezteguia
(Business Development and Value Creation NTT DATA UK)Was Market Unit Lead UK with NTT DATA before stepping up to the role of CEO of NTT DATA UK. Previously CEO of everis in Brazil and SAP specialist with El Corte Inglés.
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