Client Partner- Industry (HTL)

NTT America, Inc.; City Of London; On-site; GBP 70,000 - 100,000; Full time

Job summary

A global technology firm in London is looking for a Client Partner to oversee P&L responsibilities and build relationships within the Hospitality, Travel, and Leisure sectors. The ideal candidate will have proven experience in sales and account management, along with exceptional interpersonal skills. This role is essential for driving strategic initiatives and managing client expectations effectively. A thorough understanding of the airline industry is required.

Benefits

Tailored benefits supporting physical and emotional wellbeing

Flexible work options

Continuous growth and development opportunities

Qualifications

• Proven experience in delivering growth within account base.
• Ability to manage complex projects and services.
• Exceptional relationship development and interpersonal skills.
• Experience in Customer Engagement or Airline Operations.

Responsibilities

• Manage P&L responsibilities for key client accounts.
• Identify opportunities and close sales while managing revenue.
• Lead solution development tailored to client needs.
• Build productive relationships with key stakeholders and partners.

Skills

Sales lead experience

Relationship building

Strategic planning

Account management

Industry knowledge in Hospitality, Travel, and Leisure

Job description

Overview

The team you'll be working with: As a Client Partner, you will be working in the Hospitality, Travel and Leisure subsector, reporting directly to the Sub Sector Lead within the Product and Services Business Unit. You will work on a daily basis with an account Delivery Lead who is responsible for the successful delivery of all NTT DATA projects and services into the client. Within the overall sector, you will interface with a Finance Business Partner, a PMO function, a Commercial Manager, Advisory Director and Operations Director. There is a Sub-Sector Delivery Director who will also be part of your key network. Outside of the Business Unit, you will be required to build relationships with key individuals around the UK and broader business, including key people from the Global and Local Practices and Centres of Excellence relevant to your customer base.

What you\'ll be doing

The Client Partner has full P&L responsibility for a large single or portfolio of clients and is expected to deliver through relationship building, sales pipeline management, hitting revenue targets and on time delivery. As a proven strategic relationship builder, the Client Partner will have deep industry knowledge along with a track record of Alliance and Partner relationship building and proposition development. Able to work collaboratively across the business, motivating and leading business units to enable on time delivery of client expectations.

Relationships

Building constructive relationships with sales support and service lines to construct solutions for meeting client’s business needs with key personnel in assigned customer accounts.

Expand relationships with decision makers and influencers at CXOs and below levels in new and existing buy centres and highlight the impact our services can deliver.

Bring new ideas and perspectives to executives, agnostic of immediate sales opportunities.

Building vendor and other partner relationships to drive the business forward.

Managing the commercial/contractual relationship with the client, negotiating terms and conditions.

Sales pipeline management

Ability to identify opportunities, manage pipeline, close sales and manage revenue.

Effectively market our multiple services offerings and digital capabilities based on client-specific business priorities, co-create multiyear roadmaps to transform and digitally uplift the client’s organization.

Articulate and tailor value propositions based on the needs identified for the client and differentiation of our company.

Manage the mix of new vs renewal and drive proactive sales efforts.

Proactively assessing, clarifying, and validating customer needs on an ongoing basis.

Be persistent in following up with customers to move them from discussions to clear interest in executing a deal.

Negotiate the pricing and commercials in a manner that meets profitability goals.

Revenue and margin targets

Regularly review progress and define strategy to exceed targets.

Assuring work order cover across the client base and being accountable.

Delivery of budgeted margin – project margin and net margin.

Delivery

Accountability for delivery across all revenue streams.

Leading solution development efforts that best address customer needs, define project deliverables, and coordinate the involvement of all necessary company personnel.

Working with sales support and service lines to construct solutions to meeting client’s business needs and presenting back to the client in proposals.

Effectively manage account operations including objective setting, WBS setup, timesheet completion and WIP/WAR management.

What experience you\'ll bring

You are a Sales Lead Client Partner with proven experience in delivering growth within your account base. You will have sold and been accountable for complex projects and services in a variety of customer domains and multiple technology areas, with a broad understanding of the capabilities within NTT DATA. You will be able to communicate with the customer on both business and IT/technical levels, and develop ideas and present a strong value proposition.

You will be able to create and execute an account strategy.

You will be familiar with taking proposals through a governance process, and have the ability to bring colleagues on a journey. You will also have experience of successfully responding to tenders and RFPs.

You will have good instincts on what good delivery looks like and structure your account accordingly, making changes as required.

Your relationship development and interpersonal skills will be exceptional – with evidence of a ‘right to text’ track record within previous roles.

We are seeking someone with HTL experience – with an understanding of the Airline industry a must. This can be in Customer Engagement or in Airline Operations.

Who we are

We’re a business with a global reach that empowers local teams, and we undertake hugely exciting work that is genuinely changing the world. Our advanced portfolio of consulting, applications, business process, cloud, and infrastructure services will allow you to achieve great things by working with brilliant colleagues and clients on exciting projects.

Our inclusive work environment prioritises mutual respect, accountability, and continuous learning for all our people. This approach fosters collaboration, well-being, growth, and agility, leading to a more diverse, innovative, and competitive organisation. We are also proud to share that we have a range of Inclusion Networks such as: the Women’s Business Network, Cultural and Ethnicity Network, LGBTQ+ & Allies Network, Neurodiversity Network and the Parent Network.

For more information on Diversity, Equity and Inclusion please click here: Creating Inclusion Together at NTT DATA UK | NTT DATA (https://uk.nttdata.com/creating-inclusion-together)

What we’ll offer you

We offer a range of tailored benefits that support your physical, emotional, and financial wellbeing. Our Learning and Development team ensure that there are continuous growth and development opportunities for our people. We also offer the opportunity to have flexible work options.

You can find more information about NTT DATA UK & Ireland here: https://uk.nttdata.com/

We are an equal opportunities employer. We believe in the fair treatment of all our employees and commit to promoting equity and diversity in our employment practices. We are also a proud Disability Confident Committed Employer - we are committed to creating a diverse and inclusive workforce. We actively collaborate with individuals who have disabilities and long-term health conditions which have an effect on their ability to do normal daily activities, ensuring that barriers are eliminated when it comes to employment opportunities. In line with our commitment, we guarantee an interview to applicants who declare to us, during the application process, that they have a disability and meet the minimum requirements for the role. If you require any reasonable adjustments during the recruitment process, please let us know. Join us in building a truly diverse and empowered team.

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