Managing Director - AI & Business Transformation, Large Deal Sales

Managing Director – AI & Business Transformation, Large Deal Sales 

The Opportunity 

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, rather than relying primarily on issued RFPs or existing demand. 

• Secure and independently lead substantive meetings with CEOs, COOs, CMOs, CSOs, CFOs, CTOs, CDOs and other enterprise decision-makers. 

• Turn executive priorities—including growth, productivity, cost transformation, customer experience, operating-model change and AI adoption—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 and create a path to enterprise-scale transformation. 

• Orchestrate senior leaders and specialists across Industry, Consulting, AI, Applications, Cloud, Infrastructure, BPS, Digital Workplace, Architecture, FDE, Delivery, Finance, Pricing, Legal and ecosystem partners into one integrated client proposition. 

• Partner closely with Industry Leads and account leadership to identify white-space opportunities and proactively create strategic large-deal pipeline. 

• Apply rigorous qualification, investment and governance discipline to focus resources on opportunities where NTT DATA can create differentiated value, win profitably and deliver successfully. 

• Coach junior sellers on opportunity origination, executive engagement, value creation, win strategy and commercial construction, and help codify reusable large-deal practices and value narratives. 

• Represent NTT DATA as a credible AI and business transformation leader in executive briefings, client workshops and strategic industry forums. 

What We Are Looking For 

The strongest candidates will combine hunter instincts, transformation credibility, commercial sophistication and exceptional executive presence. 

You should bring: 

• 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 involving multiple business units, solution domains and geographies. 

• Strong AI-enabled business transformation fluency, with the ability to discuss GenAI, agentic AI, data readiness, adoption, responsible AI and risk in the context of business value and operating-model change. 

• 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. Depth, credibility and executive relationships matter more than high-level coverage across multiple industries. 

How Success Will Be Measured 

Success will be measured by: 

• 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 

We will place particular value on candidates who can demonstrate: 

• 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 a CEO-level business discussion, a CFO-level value case, a CMO/CSO transformation discussion and a complex commercial review. 

• Experience at a leading consulting, technology services or business transformation organization with a strong large-deal sales discipline. 

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. 

#USSalesJobs
#LI-SGA 

#AITransformation
#AgenticAI
#GenerativeAI
#ManagingDirector
#ExecutiveLeadership
#BusinessTransformation
#StrategicGrowth
#LargeDeals
#Consulting
#NTTDATA