[Hiring] AI Go-to-Market Large Deal Seller @NTT DATA Deutschland SE

Role Description

The Senior AI Large Deal Seller leads the origination, shaping, and closure of strategic AI transformation opportunities.

• Working with account, industry, geography, consulting, engineering, delivery, finance, legal, pricing, and ecosystem teams.
• Combines strong AI market knowledge, C-level engagement, large-deal leadership, and experience with various funding models.

Key Responsibilities

• Lead strategic AI pursuits from opportunity development through negotiation and closure.
• Create deal plans, win strategies, stakeholder maps, competitive positioning, business cases, and close plans.
• Lead client discussions on AI-enabled value creation, automation, productivity, and measurable outcomes.
• Structure outcome-based, value-sharing, gainshare, risk-sharing, and MVP-to-scale commercial models.
• Coordinate multidisciplinary pursuit teams and ensure alignment across solution, delivery, pricing, governance, and risk.
• Build trusted relationships with C-level executives and senior business, technology, finance, procurement, and operations stakeholders.
• Collaborate with technology partners to strengthen propositions and routes to market.
• Mentor junior sellers and develop reusable pursuit and commercial assets.
• Ensure responsible AI, security, privacy, governance, compliance, and human oversight are embedded in opportunities.

Success Measures

• Closed-won AI deals exceeding $25 million in total contract value.
• Win rate and qualified AI pipeline generated or influenced.
• Successful value-based, outcome-based, or risk-sharing commercial models.
• Strong pursuit quality, executive alignment, forecast accuracy, margin performance, and team orchestration.

Qualifications

• 10+ years in enterprise, large-deal, strategic account, consulting, professional services, or technology transformation sales.
• 5+ years selling or shaping AI, data, analytics, cloud, automation, managed services, or digital transformation.
• 3+ years leading complex, multi-stakeholder pursuits, ideally exceeding $25 million.
• Strong knowledge of enterprise AI, Generative AI, AI agents, data readiness, adoption, responsible AI, and business value.
• Experience with business cases, pricing, negotiations, and value- or outcome-based commercial models.
• Proven C-level engagement and strong commercial acumen across finance, legal, procurement, contracting, and delivery.
• Fluency in German and English.
• Bachelor’s degree or equivalent experience.

Preferred Skills

• Experience with sales governance, price-to-win, proposals, and executive deal reviews.
• Relevant industry experience in financial services, insurance, manufacturing, automotive, healthcare, life sciences, or the public sector.
• Familiarity with leading AI, cloud, data, and technology ecosystem partners.
• Understanding of Generative AI, agentic AI, data platforms, cloud, automation, and AI-enabled managed services.
• Strong executive presence, communication, negotiation, stakeholder management, resilience, and ownership.
• Willingness to travel as required.

Benefits

• Flexible working hours with a flexitime arrangement; business travel time is considered working time.
• 30 days of annual leave, plus December 24 and December 31 as additional non-working days.
• The option to take a sabbatical of up to one year.
• Remote work and mobile working from other EU countries.
• Attractive benefits and compensation optimisation programmes, including an occupational pension scheme, JobRad bike leasing, a public transport pass, exclusive discounts through Corporate Benefits, and much more.
• Comprehensive health and preventive care benefits, including extended continued remuneration in the event of illness, occupational health services, worldwide accident insurance covering both work-related and leisure-time accidents, and family support services.