Managing Director, AI Large Deal GTM

NTT DATA strives to hire exceptional, innovative and passionate individuals who want to grow with us. If you want to be part of an inclusive, adaptable, and forward-thinking organization, apply now.

We are currently seeking a Managing Director, AI Large Deal GTM to join our team in Plano, Texas (US-TX), United States (US).

NTT DATA is a trusted global innovator of business and technology services, helping clients innovate, optimize, and transform for success. We strive to hire exceptional, innovative, and passionate individuals who want to grow with us. If you want to be part of an inclusive, adaptable, and forward-thinking organization, apply now.

Postiton Overview:

The AI Large Deal Seller is a senior sales and commercial leader responsible for originating, shaping, and closing strategic AI transformation opportunities. This role serves as the sales or commercial lead for assigned AI pursuits, partnering with Relationship Owners, Geo Leaders, Industry Leaders, AI Consulting, Architecture, FDE, Delivery, Finance, Legal, Pricing, and ecosystem partners. The role requires deep AI market fluency, C-suite engagement skills, large-deal discipline, and expertise in AI-specific commercial structures, including value-based, outcome-based, gainshare, MVP-to-scale, and transformation funding models.

Key Responsibilities:

• Serve as pursuit leader or AI commercial lead for assigned strategic AI opportunities.
• Proactively originate and shape AI transformation opportunities with Relationship Owners, Geo Leaders, Industry Leaders, and ecosystem partners.
• Develop deal plans, win strategies, stakeholder maps, competitive positioning, investment recommendations, POC strategies, and close plans.
• Lead client-facing commercial conversations around AI value creation, efficiency improvement, automation potential, and measurable business outcomes.
• Design AI-specific commercial structures, including outcome-based pricing, value-share models, phased MVP-to-scale constructs, productivity guarantees, risk-sharing approaches, and transformation funding models.
• Coordinate pursuit pods across AI Consulting, Architecture, FDE, Delivery, Finance, Legal, Pricing, Partner, Proposal, and Governance teams.
• Drive proposal strategy, executive review materials, governance readiness, pricing alignment, negotiation strategy, and final deal closure.
• Ensure solution, commercial model, delivery approach, and risk posture are integrated into a coherent client value proposition.
• Mentor Junior Sellers and help codify reusable pursuit assets, pricing examples, client value narratives, commercial models, and lessons learned.

Success Measures:

• Individual closed-won AI large deal TCV, measured as won TCV of assigned or supported deals over $25M.
• Win rate for qualified AI strategic and large deals.
• Qualified AI pipeline generated or materially influenced.
• Value-based or outcome-based commercial structures successfully proposed and closed.
• Pursuit quality, governance readiness, price-to-win alignment, forecast accuracy, and margin adherenc

Required Qualifications:

• 10+ years of experience in enterprise sales, large deal sales, strategic account sales, consulting business development, professional services sales, or technology transformation sales.
• 5+ years of experience selling or shaping AI, data, analytics, digital transformation, cloud, automation, managed services, or complex technology-enabled transformation work.
• 3+ years of experience leading or materially contributing to large, multi-tower, multi-stakeholder pursuits, preferably including opportunities greater than $50M TCV.
• Demonstrated AI knowledge and ability to discuss enterprise AI, GenAI, AI agents, data readiness, adoption, risk, responsible AI, and business value with client executives.
• Experience developing business cases, commercial structures, negotiation strategies, pricing narratives, and value/outcome-based deal constructs.
• Bachelor's degree or equivalent work experience.

Preferred Skills:

• Experience with strategic sales governance, price-to-win, pursuit pods, proposal development, and executive deal reviews.
• Experience selling into one or more priority industries such as financial services, insurance, manufacturing, healthcare and life sciences, public sector, automotive, or commercial sectors.
• Familiarity with OpenAI, Anthropic, Mistral, Google/Gemini, Microsoft, AWS, GCP, Databricks, Snowflake, and other AI ecosystem partners.
• Strong executive presence, negotiation skills, commercial creativity, stakeholder orchestration, resilience, and ability to lead through influence in a matrixed environment.
• Ability to travel as required for client and internal engagements.

NTT DATA provides a reasonable range of compensation for specific roles. The starting pay range for this role is  $225,000 - $450,000 per year. This range reflects the minimum and maximum target compensation for the position across all US locations. Actual compensation will depend on a number of factors, including the candidate’s actual work location, relevant experience, technical skills, and other qualifications. This position may also be eligible for incentive compensation based on individual and/or company performance.  This role may also be eligible for incentive compensation based on individual and/or company performance. 

This position is eligible for company benefits including 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, participation in a 401k program with company match, and additional voluntary or legally-required benefits.

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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