[Hiring] Managing Director - AI & Business Transformation @NTT DATA Services

Role Description

NTT DATA is seeking an accomplished transformation sales leader to originate, shape and close some of our most strategic AI-enabled business transformation opportunities. This is not a traditional account-management or RFP-response role. We are looking for a proven deal creator who can open C-suite conversations, identify enterprise problems worth solving, translate those priorities into measurable business outcomes, construct differentiated commercial models, and mobilize the breadth of NTT DATA to convert opportunities into large-scale transformation engagements. The successful candidate will operate as a player-coach—personally creating and leading marquee opportunities while also helping strengthen large-deal origination, commercial discipline and conversion capability across the organization.

What You Will Do

• Personally originate, shape and lead complex $50M+ transformation opportunities, including marquee $100M+ pursuits.
• Secure and independently lead substantive meetings with CEOs, COOs, CMOs, CSOs, CFOs, CTOs, CDOs and other enterprise decision-makers.
• Turn executive priorities into funded transformation agendas.
• Build executive-level value hypotheses, business cases and financial narratives that connect AI and technology investment to measurable client business outcomes.
• Structure innovative commercial models including outcome-based pricing, gainshare/value-share, productivity commitments, risk/reward arrangements, MVP-to-scale constructs and transformation-funding approaches.
• Own deal strategy from early origination and qualification through solution shaping, stakeholder strategy, competitive positioning, price-to-win, executive alignment, negotiation and closure.
• Determine when proof-of-value, MVP or phased investment models can accelerate client commitment.
• Orchestrate senior leaders and specialists across various domains into one integrated client proposition.
• Partner closely with Industry Leads and account leadership to identify white-space opportunities.
• Apply rigorous qualification, investment and governance discipline to focus resources on opportunities where NTT DATA can create differentiated value.
• Coach junior sellers on opportunity origination, executive engagement, value creation, win strategy and commercial construction.
• Represent NTT DATA as a credible AI and business transformation leader in executive briefings, client workshops and strategic industry forums.

Qualifications

• 15+ years of relevant experience across enterprise technology/services sales, consulting business development, strategic sales, large-deal or business transformation sales.
• A demonstrated record of personally originating and closing large, complex transformation opportunities.
• Evidence of creating executive access: C-suite meetings and strategic client conversations that you personally initiated and converted into qualified opportunities.
• Significant experience leading complex, multi-tower and multi-stakeholder pursuits.
• Strong AI-enabled business transformation fluency.
• Demonstrated experience developing transformation business cases, value hypotheses, pricing strategies and executive propositions.
• Significant experience constructing and negotiating value-based, outcome-based, gainshare, productivity-linked or risk-sharing commercial agreements.
• Strong financial and commercial acumen across pricing, margin, investment, contractual risk and deal economics.
• Exceptional executive presence and the ability to independently lead high-stakes C-suite discussions and negotiations.
• A strong external network and market credibility within at least one priority industry.

Priority Industry Experience

• Deep industry expertise and senior executive relationships in at least one of the following are strongly preferred:
• Financial Services: Banking and/or Insurance.
• Products: Industrial and Manufacturing, Consumer Products/CPG, Retail or closely related sectors.
• High Tech experience is valuable when combined with broader enterprise transformation-selling capability.
• Experience across a second priority sector is an advantage.

How Success Will Be Measured

• Closed-won TCV from strategic AI and business transformation opportunities.
• Qualified large-deal pipeline personally originated or materially shaped.
• Conversion and win rate across qualified strategic pursuits.
• Creation of meaningful C-suite relationships and opportunities before formal procurement begins.
• Value- or outcome-based commercial constructs successfully proposed and closed.
• Deal quality, margin discipline, forecast accuracy and governance readiness.
• Contribution to raising large-deal origination, commercial and pursuit capability across NTT DATA.

What Will Differentiate You

• A transformation opportunity they created from an executive conversation before an RFP existed.
• A major deal they personally took from idea through contract signature.
• A commercial construct where economics were linked to business outcomes, productivity or value realization.
• Existing relationships with senior executives who will take their call.
• The ability to move comfortably between various executive-level discussions.
• Experience at a leading consulting, technology services or business transformation organization with a strong large-deal sales discipline.

Location

100% remote.