Advisor Relations, Sr. Director
Role will work remotely from your home office located within the US with travel required as necessary (approximately 30-40%).
Responsibilities
- Develop and execute a regional advisor influence program that effectively positions NTT DATA capabilities with the advisory firms, facilitates deal invites, and tracks successful closures; gather early market intelligence of sourcing transactions coming to market, work closely with the appropriate sales leadership to create a pre-pipeline plan to position NTT DATA with the potential client.
- Understand NTT DATA's services portfolio and effectively facilitate communication of NTT DATA's value proposition and differentiators to sourcing advisors and outsourcing law firms; conduct briefings, facilitate invitations between key advisory personnel and the appropriate NTT DATA leaders; establish back‑channel with the right person(s) in the advisory firm to ensure NTT DATA's pursuit team receives coaching during an advised pursuit.
- Create a sustainable pipeline of well‑qualified new business outsourcing opportunities; train the pursuit team on the advisory firm's sourcing process and coach them on how to maximize performance on client‑facing interactions (e.g., ISG's CAS sessions).
- Work closely with NTT DATA's pursuit team to help shape bid responses for advised deals; work with NTT DATA executive leadership and business unit personnel to identify opportunities to introduce advisors to clients and prospects.
- Identify and facilitate advisor collaboration opportunities to drive additional interactions with advisors; assist business units and account teams in determining which firms to direct opportunities to based on scope, reciprocal business opportunities, etc.; lead/participate in marketing/hospitality events with advisors.
- Identify and create the business case to purchase advisor products and services, as appropriate; leverage analysis tools to identify key engagements facing renewal in order to begin influencing the rebid decision process; support relationship building activities with key vendor partners and alliance members, as needed.
Qualifications
- Minimum of 10 years of related experience and extensive knowledge of the IT outsourcing market – North America (global experience is a plus, but not essential).
- Established relationships with key local executives at leading sourcing advisory and legal firms including but not limited to ISG, Avasant, Wavestone, West Monroe Partners, KPMG, EY, PwC, Alix Partners, and Kearney.
- Business development and sales experience including prospecting, lead qualification, proposal writing, sales calls and sales support.
- Requires a Bachelor’s degree or equivalent combination of experience and education.
Preferred Skills
- MBA/MS or other advanced degree(s) desirable, but not essential.
- Prior experience in sourcing consulting with a large strategy/IT sourcing advisor, or prior experience working as a senior influencer relationship manager in a large global IT services company, highly desirable.
- Delivery management experience, including managing teams at all project phases, successful client relationship management and multi‑project oversight is a plus.
- Ability to comprehensively absorb and integrate NTT DATA's services and offerings to educate and influence advisors and potential clients.
- Ability to do both strategic assessment and transactional consulting at senior levels; in‑depth understanding of the full sourcing lifecycle; experience with a large IT outsourcer / business solutions organization; experience developing new account opportunities including deal analysis and structuring; in‑depth experience in business development, sales or customer management.
- Strong presentation, verbal and written communication skills with the ability to articulate complex ideas in simple business terms to all levels of management including senior leaders (external and internal); self‑directed, independent thinker with the ability to thrive in an environment of ambiguity.
- Good problem‑solving, organizational, and analytical skills are also required, with the leadership ability to change thinking or gain acceptance in sensitive situations.
Benefits
This position is eligible for company benefits including medical, dental, and vision insurance with an employer contribution, flexible spending or health savings account, life and AD&D insurance, short and long term disability coverage, paid time off, employee assistance, participation in a 401k program with company match, and additional voluntary or legally‑required benefits.
EEO Statement
NTT DATA is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. For Pay Transparency information, please see the company details. This position may also be eligible for incentive compensation based on individual and/or company performance.
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