Senior Client Manager-Healthcare

NTT Ltd.•Santa Clara, CA

5d•Remote

About The Position

Make an impact with NTT DATA Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion – it’s a place where you can grow, belong and thrive. The Senior Client Manager is an advanced subject matter expert and quota-bearing sales professional for the Healthcare Industry. The primary responsibility of this role is to take full ownership of assigned healthcare accounts, retain and grow these client relationships, and identify new business opportunities. The focus of this role is to manage and expand client relationships to drive new land opportunities, account expansion, and renewals across all solutions within assigned healthcare accounts and targeted pursuit accounts. The Senior Client Manager is required to pursue and convert qualified healthcare leads identified while positioning the organization as a trusted partner within the healthcare ecosystem. This role requires a proven ability to sell complex, large-scale services and solutions for healthcare industry, engage executive-level stakeholders, and drive measurable business outcomes over multi-year engagements. It requires the ability to travel up to 50% to support in-person meetings with healthcare clients, partners, and internal meetings, including participation in on-site engagements, strategic account reviews, and business development activities. Your day at NTT DATA As a Senior Client Manager at NTT DATA, you will be instrumental in managing and growing relationships with our clients. Your main focus will be to drive land, expansion, and renewals across all our solutions within your assigned accounts. You will take full ownership of these accounts, ensuring client satisfaction throughout their entire lifecycle. This role is not just about sales; it is about building lasting connections and identifying how our services can add real value to their business. You will work closely with various stakeholders, including vendors and partners, to achieve the results we aim for. Using our company's sales tools and methodologies, you will effectively manage accounts, opportunities, pipelines, and forecasts. As the main point of contact for your clients, you will ensure open and effective communication channels are developed and maintained, providing a reliable touchpoint that fosters strong business relationships. Your role goes beyond just meeting quotas. You will identify current needs, articulate how we can meet those needs through our solutions, and drive demand. By encouraging clients to explore additional services, you will play a key role in nurturing revenue growth. You will also engage in developing governance and compliance policies to manage risk and ensure financial governance and compliance within your area of specialization.

Requirements

Healthcare Sales Business Acumen. Demonstrated ability to sell complex healthcare solutions with a strong focus on business and patient outcomes. Success requires effective planning, leveraging sales tools and data, and understanding healthcare business models and financial drivers to deliver value from the company’s portfolio of products and services.
Healthcare Client Engagement and Management. Proven skills in managing healthcare clients throughout the full client lifecycle, with a focus on strengthening relationships and driving revenue growth. Success requires deep understanding of healthcare client needs, strong sales planning, trust-based relationship building, and managing expectations while serving as a trusted advisor.
Healthcare Solution Expertise. Strong knowledge of the company’s healthcare offerings, use cases, applications, and market trends, with the ability to apply them to individual healthcare client scenarios. Success requires linking solutions and high-value services to specific client challenges and desired outcomes.
Sales Pursuit. Demonstrated ability to identify, qualify, and advance sales opportunities within assigned accounts and target pursuit accounts. Success requires individual ownership, cross-functional coordination, and accountability for engaging internal and external stakeholders to close complex healthcare deals.
Bachelor’s degree or equivalent in business, information systems, or a sales-related field. Relevant healthcare industry sales experience, technology sales, managed services, or vendor certifications are advantageous.

Nice To Haves

Advanced experience in a global partner or alliance management role.
Advanced experience in a healthcare-focused sales, account management, or customer-facing role.
Advanced experience in IT services, digital health, or professional services industry with a focus on healthcare business development and sales.
Advanced experience driving alignment to a common vision and working across multiple healthcare stakeholders to achieve sales growth.
Strong sales orientation with experience working with healthcare clients and internal teams to create sales-oriented solutions and services.
Advanced experience gained in a similar Client Manager or Account Manager role serving healthcare organizations.
Advanced experience working with Salesforce.com or similar CRM platforms.
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.

Responsibilities

Manage and grow strategic relationships with healthcare clients (e.g., provider systems, payers, life sciences organizations, and healthcare technology partners) to drive new business, account expansion, and renewals across all solutions within assigned accounts and/or new logo pursuits.
Pursues healthcare-focused leads identified by Demand Generation, Business Development Representatives, and identified target pursuit accounts.
Minimizes churn and maximizes retention across assigned accounts by ensuring ongoing value realization and client satisfaction.
Drives client satisfaction throughout the entire healthcare buying lifecycle, from discovery and solution design through implementation and renewal.
Generates demand by assisting healthcare clients in identifying clinical, operational, financial, and regulatory needs, and effectively articulating how the company can add value through its services and solutions.
Influences and works closely with vendors, technology partners, and ecosystem alliances to achieve required outcomes.
Uses company sales tools, CRM platforms, and proficient sales methodologies, such as MEDDPICC, to effectively manage healthcare accounts, opportunities, pipelines, and forecast.
Develops open and effective communication channels with key stakeholders within healthcare organizations, including executive leadership, clinical leaders, IT, compliance, and procurement.
Encourages revenue growth by positioning and inspiring clients to adopt additional services and solutions aligned to evolving needs.
Serves as a reliable and trusted point of contact for healthcare clients, establishing strong, long-term business relationships.
Takes full ownership of a portfolio of healthcare accounts and target pursuit accounts.
Determines appropriate healthcare solution requirements for each client in collaboration with internal delivery and implementation teams.
Builds enduring client relationships by demonstrating a strong understanding of the healthcare industry, regulatory environment, business models, and client strategy to identify current and future opportunities.
Develops and/or aligns governance, risk, and compliance policies within practice area to identify and manage regulatory, operational, and financial risk exposure.
Monitors and controls financial governance and compliance across healthcare engagements to effectively manage costs and ensure profitable growth.