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Your day at NTT DATA
The Business Development Manager is a subject matter expert, responsible for developing new business across the entire cybersecurity portfolio and generating new opportunities with new or existing clients. The Business Development Manager works directly with Sales Teams, Marketing, Partners, as well as internal subject matter experts to develop and generate new opportunities. A substantial amount of time is spent on engaged selling or supporting the sales process in partnership with Client Managers and Strategic Partners. This role contributes to the sales process by working with management and marketing to build and develop excellent stakeholder relationships with new and existing partners, while developing new business channels and territories will be a core focus of this role.
What you'll be doing
Key Responsibilities:
Develops and nurtures relationships with key partners to foster collaboration between sales teams and mutual benefit.
Develop business plans with strategic partners and sales team to generate new opportunities.
Main responsible for the execution of partners business plans by engaging with Vendors, Sales Teams, Marketing and Clients to generate new opportunities.
Supports with partnership agreement negotiations, ensuring terms are favorable and align with company objectives.
Collaborates with internal cross-functional teams such as sales, GTM, or marketing to develop joint offerings or solutions with partners.
Supports with driving marketing activities to promote cybersecurity offerings to clients and market (physical or virtual events, marketing campaigns, client workshops, etc).
Supports on the execution of cybersecurity workshops on new or existing clients to promote NTT cybersecurity portfolio.
Supports with driving initiatives to integrate partner technologies or services into company's products or platforms.
Supports with management of go-to-market initiatives and campaigns to promote joint offerings or solutions.
Supports with tracking strategic partners performance against established metrics and business KPIs.
Identifies areas for improvement or expansion with existing partnerships.
Supports with optimizing processes and workflows related to partnership management to increase efficiency and effectiveness.
Supports with educating internal stakeholders on the value and benefits of partnerships.
Stays informed about industry trends, competitor activities and market opportunities that could impact partnerships.
Drive positive brand recognition of the security business in-country and in-region.
Maintain subject matter expertise in the Security technology domain or solutions set.
Maintain a high level of relevant product and service knowledge to have meaningful conversations with potential and existing clients.
Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market.
Contribute to the knowledge base of NTT solutions and services within a practice area or service area by sharing best practices with internal teams, as well as client teams.
Work with relevant technology vendors and ensure a deep understanding of their solutions and how they can contribute to our own solutions set.
Interact and engage with clients to uncover and understand client business goals.
Articulate our value propositions throughout all steps in the sales process.
Establish relationships with multiple client stakeholders and secure deals with clients to achieve assigned sales quotas and targets.
Use understanding of the client's business and depth of knowledge on the Security solutions to personalize the recommended solution in line with the client's needs.
Work alongside Client Managers to support the sales process, position technology solutions, and close the deal.
Support the wider territory sales plan and execute the sales strategy, and based on that define your own plan for your solution to achieve your sales targets.
Work closely with sales and matrix teams to achieve the shared goal of growth.
Performs any other related task as required.
Knowledge and Attributes:
Seasoned understanding of IT industry environment and business needs.
Seasoned knowledge of market, verticals, horizontals, business administration and business change.
Advanced ability to lead technical design workshops with the client and internal business stakeholders.
Seasoned technical, quantitative and analytical capabilities.
Seasoned ability to work with clients and business teams to create client-oriented solutions and services.
Excellent interpersonal skills with the ability to develop and maintain strong stakeholder relationships.
Seasoned ability to recognize opportunities for enhancement and continuous improvement.
Seasoned ability to establish and manage processes and practices through collaboration and the understanding of business.
Ability to manage urgent and complex tasks simultaneously.
Passion for learning about new industry trends and technology advancements.
Academic Qualifications and Certifications:
Bachelor's degree or equivalent in Computer Science, Information Technology or Business or a related field.
Technical or sales certification in security products (Cisco, Fortinet, Check Point, Palo Alto Network, Proofpoint, Crowdstrike, F5, Zscaler …).
CISSP, CompTIA Security+, GISF.
Required Experience:
Seasoned business experience in a technology or services environment, particularly selling Security solutions.
Seasoned knowledge of the Spanish cybersecurity market.
Seasoned knowledge of cybersecurity vendors ecosystem.
Seasoned understanding of Secure Cloud, Secure IoT/OT, Secure Workplace and Secure Applications and Security Operations.
Seasoned understanding of IT Managed Services environment.
Seasoned experience of solution-based selling with a proven track record of sales over-achievement.
Seasoned experience in selling complex solutions and services to C-Level clients.
Experience in resolving a wide range of issues in creative ways to meet targets and objectives.
Seasoned experience in networking with senior internal and external people in the specialist area of expertise.
Expert level capability and the ability to work independently with little instruction on day-to-day workload.
Workplace type: Hybrid Working
About NTT DATA NTT DATA is a $30+ billion trusted global innovator of business and technology services. We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize and transform for long-term success. We invest over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies. Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation and management of applications, infrastructure, and connectivity. We are also one of the leading providers of digital and AI infrastructure in the world. NTT DATA is part of NTT Group and headquartered in Tokyo.
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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