Managing Director, AI GTM Large Deal Sales

NTT DATA strives to hire exceptional, innovative and passionate individuals who want to grow with us. We are a $30 billion business and technology services leader, serving 75% of the Fortune Global 100, committed to accelerating client success and positively impacting society through responsible innovation.

About the role

The AI GTM Managing Director of Large Deal Sales is responsible for driving the AI growth strategy and execution of large deal sales motions. This senior leadership role leads and scales strategic, high-value AI pursuits in tandem with AI Industry Verticals. You will shape, lead, and close $100M+ AI transformation deals while building and mentoring a world-class team of Large Deal AI Sellers. As a player-coach, you will combine direct deal leadership with team leadership and capability building, driving significant revenue growth and positioning the organization as a trusted transformation partner to global clients.

This role carries enterprise-wide visibility, with direct engagement with C-suite clients, regional CEOs, industry leaders, and global sales leadership. It combines executive engagement, opportunity shaping, and strategic positioning of next-generation AI solutions, serving as a visible voice on AI innovation and transformation.

Responsibilities

• Enterprise Leadership & Strategy Ownership
  • Own and drive the AI large deal agenda and revenue contribution across industries
  • Partner with industry and sales leadership to define AI growth strategy, priority accounts, and build pipeline
  • Represent the organization externally in executive forums and strategic client engagements
• Leadership & Capability Building
  • Lead, mentor, and scale a team of senior Large Deal AI Sellers
  • Build a high-performance culture focused on win rates, deal quality, and profitable growth
  • Institutionalize best practices across deal shaping, governance, and commercial strategy
• Player-Coach Deal Leadership
  • Personally lead and close select, marquee $100M+ deals
  • Define winning strategies, competitive positioning, and deal differentiation
  • Drive executive alignment, go/no-go decisions, and pursuit investments
• Industry-Led Opportunity Shaping
  • Identify and originate AI transformational opportunities aligned to industry trends
  • Shape complex, multi-tower deals spanning applications, data, cloud, infrastructure, and operations
  • Ensure strong alignment between client business outcomes and solution strategy
• C-Suite Engagement & Market Influence
  • Build trusted relationships with C-suite stakeholders (CEO, CIO, COO, CFO) across key clients
  • Lead executive conversations, strategic workshops, and high-stakes negotiations
  • Position the firm as a long-term strategic AI partner in large-scale transformation
• Cross-Functional Orchestration
  • Orchestrate global pursuit teams across sales, consulting, solutioning, delivery, finance, and legal
  • Drive alignment and accountability across complex, matrixed teams
  • Ensure seamless integration of solution, commercial, and delivery strategies
• Commercial & Risk Leadership
  • Oversee development of integrated, outcome-led AI solutions, business cases, and value propositions
  • Define pricing strategies, deal structures, and risk frameworks
  • Balance growth, profitability, and delivery risk at an enterprise level
• Governance, Execution & Closure
  • Establish and enforce rigorous deal governance and decision frameworks
  • Drive proposal quality, executive reviews, and final submissions
  • Lead complex negotiations and ensure successful deal closure and handover to delivery

Pay

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 the candidate’s 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.

Benefits

• Medical, dental, and vision insurance with 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
• 401k program with company match
• Additional voluntary or legally-required benefits