Director:Technology Solutions, Coastal at NTT Ltd.

• The Director: Technology Solutions, Coastal is responsible for delivering the regional Technology Solutions bookings target by translating the Technology Solutions portfolio strategy and Business Unit GTM strategies into territory execution. The role drives close client relationships, builds qualified pipeline, drives account growth, improves seller productivity and ensures consistent execution across the region while working closely with BU Heads, Alliance Managers and Solution Architects

Key Responsibilities

• Develop and execute the regional territory sales strategy.
• Own regional bookings target and maintain the required pipeline cover ratios.
• Work with sellers and architects to drive pipeline creation and opportunity strategies.
• Ensure account plans are in place and drive cross-BU opportunity growth.
• Coach sellers and improve consultative selling capability.
• Increase multi-architecture opportunities.
• Drive strategic opportunity governance and services attach.
• Execute OEM account plans with Alliance Managers.
• Maintain SFDC discipline and operational excellence.
• Develop strong relationships with key stakeholders in the business eco system - clients, strategic partners and internally

Key Deliverables

• Regional Territory Sales Strategy
• Executing BU Strategic Sales Plays
• Executing Strategic Partner Plan initiatives and achievement of bookings targets
• Accurate forecasting
• Regional Bookings Target achievement
• Pipeline Coverage ratios
• Strategic Account Plans
• Regional PACE reviews
• Weekly Pipeline reviews
• Cross-BU Opportunity growth
• Seller Coaching plans
• Cross Practice collaboration
• Achievement of OKR's

Key KPIs

• Bookings vs Target
• Pipeline Coverage
• Qualified Pipeline
• Forecast Accuracy
• New Pipeline Created
• Average Deal Size
• % Big Bet Pipeline
• % Multi-Architecture Pipeline
• SDIS & Professional Services Attach
• PACE & SFDC Compliance

Critical Interlocks

• Business Unit Heads: Execute GTM strategies and drive strategic opportunities.
• Alliance Managers: Execute OEM plans, funding and enablement.
• Solution Architects: Early engagement for workshops, assessments and strategic pursuits.
• Strategic Partners: Work closely with key stakeholders across OEM landscape
• NTT Practices: Work closely with key stakeholders across OEM landscape
• Regional Sales Leader: Work closely with key peers in Gauteng and the Western Cape

Knowledge & Attributes

• Commercial acumen
• Consultative selling
• Cross-BU orchestration
• Strategic account planning
• Pipeline management
• Leadership and coaching
• Technology Solutions knowledge
• PACE and SFDC data-driven management

Academic Qualifications and Certifications:

• Bachelor's degree or equivalent in business or marketing or a related field.

Required experience:

• Significant experience in a sales leadership/management role, preferably gained within a global technology services organization.
• Significant sales work experience gained within a similar environment.
• Significant strategic planning and operational execution experience.
• Significant media experience and evidence of previous work in this area is a must.
• Significant track record managing financial results and business outcomes.
• Significant experience negotiating on extremely critical matters.
• Significant go-to-market planning and execution experience.