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.