Salesforce Retail, Travel, Logistics & Hospitality Industry GTM Leader

NTT DATA’s Global Salesforce business unit is looking for a Managing Director to be our Retail, Travel, Logistics & Hospitality Industry GTM Leader for North America. 

Check us out: Salesforce @ NTT Data. We offer our customers expanded industry-centric services and capabilities from one of the world’s largest digital consulting and IT services companies. Ranked as one of the world’s most valuable brands, NTT DATA pushes the boundaries on what’s possible to simplify your digital transformation. We are the trusted source of Salesforce and MuleSoft platform solutions for commercial, mid-market, and enterprise customers. Our certified consultants are skilled in the delivery of mission-critical solutions that help our customers adapt to the evolving needs of their businesses and accelerate digital transformation initiatives. 

Job Summary 

The Retail, Travel, Logistics & Hospitality Industry GTM Leader owns relationships with clients, aims to increase customer satisfaction, account revenue, and profitability, and ensures the portfolio meets KPIs. They must actively initiate and support sales efforts in partnership with the General Manager and Sales. The director should have deep expertise in Retail, Travel, Logistics & Hospitality Industry products and guide the industry sales strategy.  Engage early with customers to understand their needs, create winning strategies addressing business goals, and articulate the value of Salesforce services. 

Job Responsibilities:  

• Collaborate across functions—Sales, Client Executives, Solution Architects, Delivery, and Operations—to ensure solutions align with customer goals.   

• Build relationships with customer leaders, understand their needs, and manage complex proposals from origination to closure.  

• Lead solution design and orchestration across NTT DATA, partners, and clients.  

• In business development, craft compelling value propositions and coach internal teams on deal shaping.  

• Ensure alignment between client and internal stakeholders, fostering strong client relationships and delivering high-quality work.  

• Communicate effectively to ensure alignment and clarity of vision and value proposition.  

• Stay updated on trends to innovate competitive solutions.  

• Drive revenue growth through upselling and cross-selling opportunities based on evolving client needs.  

• Foster continuous improvement and operational efficiency.  

• Conduct regular business reviews, propose enhancements, and ensure client satisfaction.  

• Develop delivery and client partner talent to scale accounts appropriately.  

• Manage portfolio P&L to ensure profitable financial results. 

Basic Qualifications:

• 12+ years' experience in consulting or IT services selling into one or more of the following industries: Retail, Travel, Logistics & Hospitality
• Minimum 8 years of Enterprise Sales and Business Development experience with Salesforce Sales Cloud, Salesforce Marketing Cloud, Salesforce Commerce Cloud, Salesforce Service Cloud, Salesforce Experience Cloud, and Salesforce Analytics Cloud
• 2+ years' experience and a strong understanding of PoV of GenAI and AI technologies for the Salesforce industry.
• This remote US-based position includes travel as needed. 

Desired Skills:

• Prefer a Salesforce Certified Technical Architect (CTA) 
• Experience in Professional Services Consulting, Software Consulting, Consultative Selling.
• Strong industry expertise and experience include with industry-aligned organizations.
• Strong track record of driving revenue growth and achieving targets in a similar role, with experience in identifying and closing upselling and cross-selling opportunities.
• Excellent leadership skills, with the ability to oversee and inspire multiple teams, fostering a collaborative and high-performance work environment.
• Exceptional communication and presentation skills, with the ability to engage and influence client executives, sales teams, and internal stakeholders.
• Solid understanding of software development processes, methodologies, and best practices.
• Strong business acumen, with the ability to understand clients' business needs and translate them into effective software solutions.
• Proactive and results-oriented mindset, able to manage multiple priorities and thrive in a fast-paced, dynamic environment.
• Strong negotiation and problem-solving skills, with the ability to address client challenges and resolve conflicts effectively.
• Must be able to resolve issues and manage escalations within engagement teams and directly with the client.
• Attributes include strategic thinking, teamwork, ability to influence, strong analytical and problem-solving skills, a high level of professionalism, and strong attention to detail.

Location: USA (Austin, Atlanta, Chicago, Philadelphia, New York City, Boston, Denver, Las Vegas, Dallas, etc.)

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Where required by law, NTT DATA provides a reasonable range of compensation for specific roles. The starting pay range for this remote role is $188,320-$296,375. 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.