Client Manager

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Client Manager – Public Sector (Government & Public Agencies)

The Client Manager is a seasoned subject matter expert. This is a quota‑bearing sales persona and is primarily responsible for taking full ownership of assigned public sector accounts and managing and growing relationships to drive expansion and renewals across all solution areas. This role is able to do so by leveraging the company’s tools and methodologies to analyze the agency’s situation, business requirements, and procurement processes.

This role possesses advanced planning skills and coordinates the interaction of a number of company role‑players in different geographies during the sales engagement.
The Client Manager displays strategic thinking capabilities, a high level of business acumen and deep knowledge of the latest trends in technology sales, government procurement, and public sector transformation.

Key Responsibilities:

• Manages and grows relationships to drive expansion and renewals across all solution areas within assigned government agencies (~100 ministries, statutory boards, utilities, and energy entities).

• Builds relationships and influences stakeholders at multiple levels across public sector organizations.

• Works with and through the company’s network of offices to deliver an excellent client experience across all relevant markets.

• Realizes revenue and margin targets and maximizes sales opportunities by connecting agency needs with company offerings and solutions.

• Develops and drives organizational strategy with local client managers within assigned agency portfolios.

• Uses engagement skills to establish account strategies with key stakeholders (focus of power, focus of receptivity, focus of dissatisfaction).

• Minimizes churn and maximizes retention within assigned public sector accounts.

• Uses company sales tools (e.g., Salesforce.com) and methodology to effectively manage accounts, opportunities, pipelines, and forecasts.

• Be fully aware of and understand the International Trade Policy and all Public Sector procurement compliance requirements.

• Meets or exceeds quota targets through comprehensive account management across government agencies.

• Grows profitability, revenues, and client satisfaction levels for the company’s public sector client portfolio.

• Drives passionately for client satisfaction throughout the entire lifecycle of the public sector buying process, taking ownership for the commercial agreement with each agency.

• Generates demand by assisting clients to identify current needs (turning implied needs into explicit needs), and effectively articulating how the company can add value through services and solutions.

• Approaches the management of the account in a systematic way by identifying the strategy used to develop and grow the account profitably.

• Performs vulnerability analysis of the company’s position compared to competitors and vendors to ensure the agency’s requirements are at the heart of the proposed solution.

• Works closely with solution teams to understand agency requirements, translate needs into solution scopes, and prepare budgetary quotations.

• Leads end‑to‑end tender, RFQ, and RFP processes (including GeBIZ submissions), working collaboratively with the Bid Management team to ensure compliance, competitiveness, and quality in all submissions.

• Influences solution design, pricing structures, and scope based on agency requirements and constraints.

• Partners with delivery and project teams to ensure seamless handover, project initiation, and execution aligned with the agreed solution and commercial commitments.

• Acts as first point of contact for client issues across the public sector portfolio.

• Positively influences and enables financial control, governance, and compliance throughout the region to prevent and reduce financial costs.

Knowledge and Attributes:

• Sales business acumen: Skills supporting successful selling through organizational and business-outcome mindset. Ability to understand the agency’s business, budgets, and public sector funding models to bring value from the company’s portfolio.

• Sales client engagement and management: Skills to manage and analyze public sector clients throughout the lifecycle, build trust, and be perceived as a trusted advisor.

• Sales solution skills: Deep understanding of the company’s offerings, government use cases, public sector challenges, and market trends, with ability to apply them to specific agency needs.

• Sales pursuit: Skills to identify, influence, and advance opportunities across agencies, with accountability for coordinating internal and external resources to close public sector deals.

• Public sector procurement knowledge: Understanding of RFQ, RFP, Tender processes, GeBIZ workflows, evaluation criteria, compliance, and bid governance.

Academic Qualifications and Certifications:

• Bachelor’s degree or equivalent in business or a sales-related field.

• Relevant vendor or public sector certifications would be advantageous.

Required Experience:

• Seasoned experience in a public sector account management or enterprise sales role.

• Seasoned experience working with government procurement processes, tenders, RFQs, RFPs, and long sales cycles.

• Seasoned experience in the IT or professional services industry with a focus on business development and/or sales.

• Seasoned experience driving alignment across multiple stakeholders to achieve sales growth.

• Seasoned sales orientation with experience working with clients and internal teams to create sales‑oriented solutions and services.

• Seasoned experience in a similar Client Manager role.

• Seasoned experience working with Salesforce.com contact platform.

Workplace type:

About NTT DATA
NTT DATA is a $30+ billion business and technology services leader, serving 75% of the Fortune Global 100. We are committed to accelerating client success and positively impacting society through responsible innovation. We are one of the world’s leading AI and digital infrastructure providers, with unmatched capabilities in enterprise-scale AI, cloud, security, connectivity, data centers and application services.  Our consulting and industry solutions help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have experts in more than 50 countries. We also offer clients access to a robust ecosystem of innovation centers as well as established and start-up partners. NTT DATA is part of NTT Group, which invests over $3 billion each year in R&D.

Equal Opportunity Employer
NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Join our growing global team and accelerate your career with us. Apply today.

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