As Business Development Manager for Digital Events, the Cloud Communications division of NTT relies on Dharmesh Makwana to win new businesses and drive revenue. He works closely within NTT to create opportunities and support clients looking for a digital solution to their event requirements.
Dharmesh previously worked with us for several years before leaving in 2019. He rejoined us last year to specialize in Digital Events. To find out more about his unusual career path we asked him a few questions…
Q. As a Business Development Manager, how do you negotiate with a new prospect? What advice can you provide on this?
The only advice I could give would be to understand the clients’ priorities. You need to put your clients’ needs first and create a long-term strategy with them.
Q. What’s been the most satisfying deal you’ve achieved?
Signing back with NTT Ltd.! My previous role was cut short because of COVID-19 and the Cloud Communications division of NTT agreed to take me back. It confirmed to me that over the years that I’d built a trusted relationship with the company and that the leadership team believes in me.
Q. In your video, you mention that your job involves finding new opportunities. What are the key factors in evaluating an opportunity?
First, you need to understand the client’s requirements and priorities for their digital event. That way, you will be able to ensure there’s a good match with our services and our value proposition of global support. Two other crucial factors are the quality of service and making sure you build a strategic relationship.
Q. You also mention the NTT Value of ‘Together’ in your video. How do our culture and values help you in your day-to-day work?
We need to work as a team to ensure our clients are serviced in the right way. NTT Ltd. has a great ‘win’ team for Digital Events including Project Management, Production, Legal and Leadership who all contribute when a client requires support.
Q. In the medium to long term, what do you most want to accomplish professionally and personally?
For the medium term I want to continue talking to our clients and help drive take-up in Digital Events. I’m also fascinated by the digital transformation happening in the workplace and I’m keen to learn and support more of our service lines in this area. Regarding the long term, I’ve seen sales contributors at NTT Ltd. evolve into great leaders. I would love to follow this path to coach and support a team.
Q. How has your background prepared you for sales?
Part of my heritage is from Gujarat. The Gujarati people have a long tradition of being entrepreneurial so maybe it’s in my blood! Apart from that, I’m a naturally curious person. I love learning about businesses and professions: what makes them lucrative, what are the challenges they face and how they hope to address them.