Managing Director - AI & Business Transformation, Large Deal Sales

Req ID: 394143

Location: United States or Canada | 100% REMOTE | Client travel as required

Position Summary

NTT DATA is seeking an accomplished industry and transformation leader who combines practitioner credibility, C-suite advisory capability and a proven record of creating and closing large strategic partnerships.

This is a market-facing leadership role for someone who can create demand before an RFP exists, help senior executives frame their transformation agenda, connect AI to meaningful business outcomes and construct the commercial partnership required to deliver them.

The successful candidate will represent NTT DATA at the highest levels of client organizations, personally originate and lead $50M+ transformation opportunities, including marquee $100M+ pursuits, and mobilize the breadth of NTT DATA and our ecosystem into differentiated enterprise solutions. The role will operate as a player-coach, personally leading strategic opportunities while helping strengthen large-deal origination, executive engagement and commercial capability across the organization.

Key Responsibilities

C-Suite & Market Leadership

• Build and independently lead strategic relationships with CEOs, COOs, CFOs, CMOs, CSOs, CIOs, CTOs, CDOs and other enterprise decision-makers.
• Bring a distinctive point of view on the client's industry, economics and transformation agenda, and use that perspective to challenge assumptions, reframe problems and identify strategic whitespace.
• Represent NTT DATA as a senior business and transformation leader in C-suite briefings, strategic client forums and market-facing engagements.

Strategic Origination & Partnership Creation

• Personally create enterprise-level transformation opportunities before formal procurement begins, using executive relationships, market signals, account insight and industry expertise.
• Turn priorities such as growth, productivity, cost transformation, customer experience, operating-model change and AI adoption into funded enterprise transformation agendas.
• Broaden executive engagement across business and technology stakeholders and help evolve selected client relationships into broader strategic partnerships.

Large Deal & Commercial Leadership

• Personally originate, shape and lead complex $50M+ transformation opportunities, including marquee $100M+ pursuits, from initial idea through contract signature.
• Build executive-level value hypotheses, business cases and financial narratives that connect AI and technology investments to measurable business outcomes.
• Architect and negotiate differentiated commercial models including outcome-based pricing, gainshare/value-share, productivity commitments, risk/reward structures and transformation-funding approaches.
• Own deal strategy across qualification, solution shaping, competitive positioning, deal economics, executive alignment, negotiation and closure.
• Apply rigorous investment, margin and risk discipline to ensure NTT DATA can win profitably and deliver successfully.

Enterprise Orchestration & Capability Building

• Mobilize senior leaders and specialists across Industry, Consulting, AI, Applications, Cloud, Infrastructure, BPS, Architecture, FDE, Delivery, Finance, Pricing, Legal and strategic partners into one integrated client proposition.
• Navigate organizational complexity and align multiple business units around the client agenda, presenting a seamless, integrated NTT DATA experience to the client.
• Coach and develop other sellers in origination, executive engagement, value creation, commercial construction and strategic deal leadership.
• Help codify repeatable transformation plays, commercial constructs and large-deal practices that improve conversion across NTT DATA.

Required Qualifications

• 15+ years of relevant experience across industry, consulting, technology services, strategic sales, large-deal sales or business transformation.
• Deep practitioner-level expertise and market credibility in at least one priority industry, including a strong understanding of its economics, value chain, operating model and strategic transformation priorities.
• Demonstrated experience personally originating, shaping and taking $50M+ transformation opportunities from executive concept through contract signature.
• Evidence of creating C-suite access and converting executive conversations into strategic opportunities before formal procurement begins.
• Strong AI-enabled transformation fluency, including GenAI and agentic AI, with the ability to discuss implications for operating models, workforce, economics, customer experience, growth and competitive position.
• Significant experience developing transformation business cases, value hypotheses, pricing strategies and executive propositions.
• Demonstrated experience constructing and negotiating value-based, outcome-based, gainshare, productivity-linked or risk-sharing commercial arrangements.
• Strong financial and commercial acumen across pricing, margin, investment, contractual risk and deal economics.
• Exceptional executive presence and the ability to challenge, advise and influence senior executives while representing NTT DATA in high-stakes situations.
• Proven ability to orchestrate complex, multi-tower and multi-stakeholder pursuits across business units, solution domains and geographies.

Priority Industry Experience

Deep industry expertise and senior executive credibility in at least one of the following are required:

• Financial Services: Banking and/or Insurance
• Manufacturing / Industrial, including Automotive and Aerospace
• Consumer Products / CPG
• Retail / Distribution
• Technology, Media & Telecommunications (TMT), specifically High Tech, with meaningful experience across hyperscalers, cloud and AI platform providers, and AI-native companies.

Depth and recognized market credibility matter more than breadth. Deep expertise and senior executive relationships in at least one priority sector are essential; a second sector is advantageous.

Preferred Qualifications

• An active senior-executive network within a priority industry, including relationships capable of creating access, sponsorship and strategic dialogue.
• Demonstrated success building strategic client partnerships that extend beyond individual transactions or technology domains.
• Experience at a leading consulting, technology services or business transformation organization with a strong large-deal discipline.

Success Measures

• Deliver against an annual TCV quota, supported by 4-5x qualified pipeline coverage, with a significant portion personally originated through C-suite relationships and proactive opportunity creation.
• Origination, progression and conversion of $50M+ strategic opportunities, including marquee $100M+ pursuits.
• Creation of meaningful C-suite relationships and opportunities before formal procurement begins.
• Strategic partnerships incorporating differentiated value- or outcome-based commercial models.
• Expansion of strategic client relationships and NTT DATA’s role as a trusted transformation partner.
• Improvement in large-deal origination, conversion and commercial capability across NTT DATA.

This role is for a builder and deal maker, someone who creates demand, shapes the client's agenda, constructs the path from business problem to transformation value, and brings the full power of NTT DATA together to convert that agenda into measurable client outcomes and profitable growth. 

Location: 100% remote (prefer one of the major hubs - Chicago, Austin, San Francisco (Bay Area), New York, Boston, Atlanta, etc..)

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About NTT DATA

NTT DATA is a $30 billion business and technology services leader, serving 75% of the Fortune Global 100. We are committed to accelerating client success and positively impacting society through responsible innovation. We are one of the world's leading AI and digital infrastructure providers, with unmatched capabilities in enterprise-scale AI, cloud, security, connectivity, data centers and application services. our consulting and Industry solutions help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have experts in more than 50 countries. We also offer clients access to a robust ecosystem of innovation centers as well as established and start-up partners. NTT DATA is a part of NTT Group, which invests over $3 billion each year in R&D.

Whenever possible, we hire locally to NTT DATA offices or client sites. This ensures we can provide timely and effective support tailored to each client’s needs. While many positions offer remote or hybrid work options, these arrangements are subject to change based on client requirements. For employees near an NTT DATA office or client site, in-office attendance may be required for meetings or events, depending on business needs. At NTT DATA, we are committed to staying flexible and meeting the evolving needs of both our clients and employees. NTT DATA recruiters will never ask for payment or banking information and will only use @nttdata.com, @nttdatafed.com and @talent.nttdataservices.com email addresses. If you are requested to provide payment or disclose banking information, please submit a contact us form, https://us.nttdata.com/en/contact-us.

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