Software Sales Category Director

Own the Software Category Revenue and GP target for the UKI working with sales, specialists and partners to deliver against plan. This will include helping drive the largest of the deals as a subject matter expert in the field - lining up well with our three companies 'coming together' as Data Inc and across our biggest/mega account endeavours. This person isn't a 'specialist or pre-sales person' per se, they will have senior/exec level conversations about transformation and change and enough depth to interpret the customer requirements for the biggest deals and help us move the needle (at C level). This is a sales director category leader for Software where the individual will be expected to own and drive EA, ELA type deals on behalf of the UK&I business. They will be on point with our largest alliance partners (Dell, Cisco, HPE & PAN) to drive a joint software agenda and initiatives and ensure we follow up on commitments to drive change programmes and initiatives with named clients, helping specialists and architect teams aligned to the categories win. Ensuring best practice, including deal registration and programmes to maximise our margins. Their role is a combination of management, selling, coaching and leadership activities, with the objective of enabling their sales team to meet the sales targets assigned to them. What you'll be doing What you'll be doing Key Roles and Responsibilities:

• Identify market and client needs related to Software in the region and/or country.
• Develop detailed plans, goals, measures and reporting linked to driving sales execution across the portfolio, and complimentary partners eco systems.
• Contribute to the regional development of the Group Services Product, Managed Services portfolio vision and roadmap.
• Increase region's adoption to global services, standards, and service architectures.
• Act as the interface between region GTM Sales Directors, Client Partners in the country, and region Product Development teams.
• This role may involve management of Client Partners (sales overlay specialists) in the regional and country Software teams, attracting top talent and instilling a performance and winning culture.
• Own Software profit and loss, including revenue and operating profit and related TCV GP of Software bookings.
• Responsible for the co-ordination of the activities of their sales teams, identifying target markets and accounts, and setting and measuring performance targets.
• Guide their teams to deliver the best business outcome, ensuring a favourable price and protecting margins.
• Plans and organises multiple work outputs by assigning priorities, continuously reviewing objectives and goals, and driving improvements and change where necessary.
  
  Deep knowledge base on industry verticals as well as managed solutions and services with specific emphasis on;
• Datacenter, Networking, Security and other key architectures
• Software including Virtualisation, Orchestration, Automation
• Technology and Service adjacencies including but not limited to Cloud, Datacentre, Security, Edge, IoT, OT, Automation, AI Ops, DevOps
• Well-developed management and leadership skills and ability to think at a tactical strategy level
• Strong written and oral communication skills
• Strong interpersonal skills with the ability to engage with a variety of stakeholders at different levels
• Analytical skills - ability to take the sales numbers and analyze them to find weaknesses in the system, cost-saving opportunities and redundancies.
• Solid business financial skills. Demonstrable ability to perform cost benefit analysis and manage the budget of a team.
• Good business negotiation skills, influence, conflict resolution, and political savvy
• Display excellent presentation skills, are innovative and have a formidable client orientation aptitude
• Resourceful and confidently handles pressure in critical situations, ensuring at all times that client requirements are met
• Have knowledge in services industry, service delivery models, process improvements, consumption models and multiple offers and GTM solution areas
• Good knowledge in core technology offer artefacts, techniques, demos, tools and deliverables
• Empathy and ability to understand customer viewpoint and customer service
• High achieving, ambitious, and results-oriented
• Innovative, generating original solutions and lots of ideas
• Decisive and comfortable making decisions quickly, Tertiary level - bachelor's with moderate experience; or post-graduate degree with some experience in a leadership and management capacity
• Certification and working knowledge of ITIL, Service Management and Integration
• Certified Professional Sales Person (CPSP)
Experience required:
• Experience with and understanding of the deliverables and value proposition of Software within a product marketing context
• Experience in coordinating sales individuals within a similar industry, dealing with a full portfolio of services
• A good understanding of the vast range of IT Service Management and operations
• Proven client engagement and consulting experience coupled with solid experience in client needs assessment and change management
• Demonstrated experience in relevant services and products and understanding of industry best practices
• Proven sales and client engagement experience
• Good vendor relationship management to ensure an understanding of the vendor's products business and services positioning
• Experience with SAFe/Scrum/Agile methodology (scale agile framework enterprise)
• Business development and pre-sales experience
• Deep technical background
• In depth knowledge and understanding of IT industry environment and business needs, combined with strong understanding of business process, sales methodologies, tools and processes
• Experience as a people and resource manager
  
  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.