[Hiring] Managing Director, AI GTM (Banking and Financial Services) @NTT DATA Services

Role Description

We are currently seeking a Managing Director, AI GTM (Banking and Financial Services) - Remote to lead our North America AI strategy, P&L and campaign for the banking and financial services sector.

• Own the North America BFS AI strategy, P&L and campaign, translating global sector priorities into a prioritised market activation plan with named target accounts, propositions and campaign milestones.
• Carry and deliver an annual AI TCV target of approximately $100 million across new and existing banking, capital markets, payments and financial services clients, and be accountable for its conversion into revenue and margin.
• Personally originate, shape and close the region's most complex AI pursuits, from first executive conversation through commercial construct, negotiation and contract execution.
• Establish and deepen relationships with C-suite and board level executives at strategic BFS clients, including CEOs, CFOs, COOs, CIOs, Chief Data and AI Officers, and heads of business lines.
• Engage client technology leadership at specification level, including Chief AI Officers, Chief Data Officers and Chief Architects, with the fluency to debate design choices directly rather than convening experts and translating.
• Pressure test solutions technically as well as commercially: interrogate the architecture, data readiness, agent and orchestration design, evaluation approach and run cost before a commitment is made.
• Build, lead and develop a team of 8 to 10 Directors and Senior Directors plus senior advisors: hiring, coaching, performance management, and ensuring each team member carries genuine client leadership.
• Shape AI deal economics beyond traditional time and materials and fixed price models, including outcome based, consumption and Service as Software constructs aligned to our AI Vista platform business.
• Partner across the AI unit and the wider firm: AI delivery, forward deployed engineering and labs, AI products and platforms, industry verticals, geo leadership, alliances and hyperscaler partners.
• Ensure consistent use of the global AI offering architecture, messaging and bills of material, while feeding back North America market requirements to shape global investment priorities.
• Drive forecast discipline and pipeline health: coverage, conversion, deal hygiene and accurate commitment against the TCV target.
• Represent NTT DATA in the North America BFS market externally through client forums, industry events, analyst engagement and thought leadership.
• Surface market, client and competitive intelligence to inform global BFS sector strategy and offering development.

Qualifications

• 15+ years of experience in consulting, technology services, business development or client leadership, including significant time in a client facing commercial role.
• 10+ years working with Banking and Financial Services clients, with demonstrable understanding of banking, capital markets or payments operating models, economics and regulatory environment.
• 5+ years originating, shaping and closing large scale AI or data transformation opportunities, with evidence of individually led deals at meaningful scale.
• Technical fluency in enterprise AI sufficient to decompose a solution to unit level.
• Proven track record of carrying and delivering against a substantial sales or TCV target.
• Experience owning or materially contributing to a business P&L, with accountability for revenue conversion and margin quality.
• Experience leading and developing other senior leaders, including hiring, coaching and performance management of Director level professionals.
• Demonstrated ability to operate credibly at C-suite and board level, and to influence across a matrixed global organisation without direct authority.
• Ability to travel up to 50%.

Preferred Qualifications

• Experience building a practice, capability or market campaign from an early stage rather than inheriting an established one.
• Evidence of personally challenging solution design during a pursuit, on either the client side or our own, and being right.
• Working knowledge of responsible AI and AI governance in a regulated environment, including model risk, explainability and supervisory expectations in banking.
• Experience with outcome based or product led commercial models in a services context.
• Established senior network across North America banking and financial services institutions.
• Advanced degree in business, engineering, technology or a related field.

Benefits

• 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 program.
• Participation in a 401k program with company match.
• Additional voluntary or legally-required benefits.