Senior Client Manager

• Manage and expand client relationships within the public sector
• Engage with C-level executives
• Lead the full sales cycle
• Develop strategies to drive new business opportunities
• Drive land, expansion, and renewals across all our solutions within your assigned accounts
• Take full ownership of accounts, ensuring client satisfaction throughout their entire lifecycle
• Build lasting connections and identifying how our services can add real value to their business
• Work closely with various stakeholders, including vendors and partners
• Use company's sales tools and methodologies to effectively manage accounts, opportunities, pipelines, and forecasts
• Act as the main point of contact for clients, ensuring open and effective communication channels
• Identify current needs, articulate how we can meet those needs through our solutions, and drive demand
• Encourage clients to explore additional services to nurture revenue growth
• Engage in developing governance and compliance policies to manage risk and ensure financial governance and compliance
• Generate, qualify, and close new business opportunities
• Own the deal from creation to close
• Drive every stage of the pursuit from identifying whitespace and shaping demand through proposal, negotiation, and close
• Lead from the front, managing internal overlays, engineering, pricing, legal, and executive resources to win strategic business
• Build and manage a high value pipeline across Southern California, cities, counties, and higher education institutions
• Develop custom account plans and execute multi-touch demand strategies to drive net new logos and expansion
• Cultivate and expand deep relationships with CIOs, CTOs, COOs, and other key decision makers
• Serve as a trusted advisor and position NTT DATA as a go-to partner
• Bring our executive leadership into the room when needed
• Navigate the budget cycle and legislative timelines to anticipate IT needs before RFPs drop
• Influence scope and position NTT DATA early through proactive client engagement and tight collaboration with internal teams
• Run disciplined, predictable sales cycles
• Drive internal coordination across pre-sales, pricing, delivery, and legal
• Keep your pipeline current in Salesforce and engage leadership to remove blockers and accelerate close
• Leverage strategic OEM, hyperscaler, and channel partnerships to build joint pursuit strategies
• Collaborate cross-functionally with Marketing, Delivery, and Public Sector leadership to win
• Stay ahead of public sector technology trends, funding priorities, and policy shifts
• Represent NTT DATA with credibility in client meetings, conferences, and public forums

• 10+ years in consultative selling roles focused on Information Technology and public entities
• Strong C-level selling and relationship-building experience
• Undergraduate degree or equivalent combination of education and work experience
• Advanced knowledge of the Public Entities industry, service solutions, customer decision-making processes, and sales opportunity assessment
• Strong presentation, negotiation, and financial acumen
• Deep relationships in the state of California, LA and area (counties and cities) and proven sales activities with the state and government agencies
• 10+ years of quota carrying enterprise sales experience with a track record of exceeding targets in complex IT solution sales
• Demonstrated ability to run the full sales cycle end to end including prospecting, shaping, closing, and expanding
• Relationships with SLED decisions makers in California, and Los Angeles area counties and cities
• Experience leading pursuit teams and coordinating across overlays, pre-sales, and delivery to bring large complex deals to close
• Deep understanding of public sector procurement processes, funding mechanisms, and budget cycles
• Strong executive presence and ability to build trust with senior stakeholders
• Advanced negotiation skills, particularly in multivendor and partner heavy deal environments
• Experience working with or selling services around cloud, digital transformation, managed IT, or AI-driven solutions
• Salesforce discipline, orientation to detail and comfort operating in a high accountability, high autonomy environment
• Advanced experience in global partner management, sales environments, and customer service
• Experience in the IT or professional services industry, focusing on business development and/or sales
• Strong business acumen in sales, focusing on planning and leveraging tools and DATA
• Knowledge of the company's offerings, client applications, use cases, and market trends
• Ability to link our high-value services to specific client needs and outcomes
• Experience in identifying and advancing opportunities at assigned prospects and clients, and accountability for coordinating internal and external resources to close sales opportunities
• Excellent client engagement and management skills, aimed at improving client relationships and driving sales growth
• Prior experience with the Salesforce.com contact platform
• A bachelor’s degree or equivalent in business or a sales-related field

An MBA or graduate degree is preferred

Variable bonus