Managing Director, Technology Solutions Sales Leader, North America; Strategic & Deals

Make an impact with NTT DATA

Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion – it’s a place where you can grow, belong and thrive.

The Big Deal Sales Executive owns NTT DATA’s most strategically significant and complex technology services deals. This role exists to increase win probability, accelerate velocity, protect long-term value, and institutionalize repeatable excellence across large, multi-tower pursuits.

This is a senior sales executive role with direct deal accountability. The leader is expected to operate at the intersection of client strategy, commercial shaping, delivery realism, and internal governance. They lead from the front, stay hands-on in the deal, and set the standard for how NTT DATA wins its most important opportunities.

This role is central to converting NTT DATA’s full-stack capabilities into executable, defensible, and scalable transformation programs for clients.

• Own the end-to-end strategy, structure, and execution of NTT DATA’s largest and most complex deals

• Shape opportunities early to influence outcomes before positions harden

• Enforce discipline, clarity, and governance without introducing bureaucracy

• Protect margin, delivery outcomes, and client relationships over the full deal lifecycle

• Create repeatable deal patterns that scale beyond individual heroics

• Strategic pursuits typically exceeding $10M to $50M+ TCV, often multi-year

• Multi-tower scope spanning consulting, transformation, cloud, applications, data and AI, infrastructure, security, and managed services

• Complex commercial structures including consumption models, outcome-based constructs, and layered risk profiles

• Board, executive, and enterprise-wide visibility

• High financial, operational, and reputational exposure

• This role serves as the senior deal authority and escalation point across qualification, shaping, approval, negotiation, and transition to delivery.

• Own the deal from first signal through contract execution and handoff

• Personally lead opportunity qualification and ensure alignment to strategic, financial, and delivery thresholds

• Define win strategy, executive narrative, commercial posture, and risk allocation

• Make hard calls on where to invest, where to slow down, and when to walk away

• Early Shaping and Deal Design

• Engage early with clients to connect executive North Stars to NTT DATA’s consulting and transformation capabilities

• Shape integrated solutions that move clients from point solutions to platforms and long‑term programs

• Drive outcome-based selling supported by value engineering and ROI articulation

• Ensure deals are technically coherent, commercially sound, and delivery‑ready before signature

• Operate as a trusted advisor to CIOs, CTOs, CISOs, COOs, CFOs, and business executives

• Lead executive workshops, transformation roadmap discussions, and decision forums

• Personally lead proposal defenses and final negotiations

• Shift client perception from vendor to long-term strategic partner

• Own and operate the strategic deal governance model in alignment with CGO, Industry, Practices, and Corporate functions

• Run disciplined decision cadence across qualification, shaping, approvals, and risk reviews

• Clarify decision rights, accountability, and escalation paths

• Demonstrate control without bureaucracy

• Lead global, matrixed pursuit teams across sales, consulting, delivery, finance, legal, security, and partners

• Align internal stakeholders around a single deal strategy and operating plan

• Resolve friction quickly and decisively to maintain momentum

• Ensure seamless transition from pursuit to execution

• Integrate hyperscalers, OEMs, and strategic partners into the core deal strategy

• Shape joint value propositions and co‑selling motions that strengthen differentiation

• Balance partner dependency with delivery and margin…