Senior Director - AI & Business Transformation, Large Deal Sales

Req ID: 382157 

Senior Director – AI & Business Transformation, Large Deal Sales

Location: United States or Canada | Client travel as required

The Opportunity

NTT DATA is seeking a high-performing enterprise seller to originate, shape and convert AI-enabled business transformation opportunities with major clients.

This role is for someone who can do more than manage an existing pursuit. We are looking for a seller who can create the meeting, lead the executive conversation, identify a meaningful business problem, shape the value proposition and turn that conversation into qualified pipeline.

You will work closely with Industry Leads, account teams, senior Large Deal Sellers, Consulting, AI, Architecture, FDE, Delivery, Finance, Pricing and other NTT DATA business units to create and convert complex transformation opportunities.

What You Will Do

• Proactively identify and originate AI and business transformation opportunities within priority accounts and industries.
• Secure meetings with senior client executives through existing relationships, targeted outreach, account insight and collaboration with NTT DATA leadership.
• Conduct executive discovery conversations focused on growth, productivity, cost transformation, customer experience, operating-model change and AI-enabled transformation.
• Develop account and opportunity hypotheses before approaching clients rather than waiting for formal demand or RFPs.
• Translate client priorities into compelling transformation propositions, value hypotheses and measurable business outcomes.
• Lead $10M+ opportunities and progressively take full ownership of $25M+ strategic pursuits, depending on experience and level.
• Develop deal plans, stakeholder maps, win strategies, competitive positioning, close plans and executive-engagement strategies.
• Build business cases and value narratives in partnership with Consulting, Finance and solution teams.
• Help structure outcome-based, value-based, gainshare, productivity-linked, MVP-to-scale and risk/reward commercial approaches.
• Determine where pilots, proofs of value or phased commercial models can create a credible path to larger enterprise transformation.
• Coordinate cross-functional pursuit teams across Industry, Consulting, AI, Applications, Cloud, Infrastructure, BPS, Architecture, FDE, Finance, Pricing, Legal and Delivery.
• Support and increasingly lead C-suite meetings, workshops, executive briefings and commercial negotiations.
• Maintain strong qualification, CRM, forecasting and governance discipline through closure.
• Build deep understanding of the client’s industry, economics, competitive landscape and transformation agenda.

What We Are Looking For

Basic Qualifications:

• 10+ years of relevant experience in enterprise sales, technology services, consulting business development, strategic account sales or transformation sales.
• 5+ years of experience leading $10M+ opportunities or playing a substantial role in larger $25M+ transformation pursuits.
• 3+ years of experience selling or shaping AI, data, analytics, cloud, automation, applications, managed services or other technology-enabled business transformation solutions.
• 5+ years of demonstrated success creating and progressing complex enterprise opportunities, rather than working primarily on inbound RFPs.

Preferred Qualifications:

• A strong hunter orientation with evidence of personally creating new executive conversations and qualified pipeline.
• Working knowledge of GenAI, agentic AI, enterprise data requirements, adoption considerations and responsible.
• Experience engaging senior business and technology executives and the confidence to lead increasingly complex C-suite discussions.
• Strong consultative-selling skills and the ability to understand a client’s business problem before proposing a solution.
• Strong business and financial acumen, including experience developing value propositions, business cases and pricing narratives.
• Strong AI fluency, with the ability to connect emerging technology capabilities to measurable business outcomes.
• Experience contributing to value- and outcome-based commercial structures.
• Strong executive communication, negotiation and stakeholder-orchestration skills.
• Ability to mobilize resources across a complex matrixed organization without relying on direct authority.

Priority Industry Experience

Candidates should demonstrate meaningful depth and client credibility in at least one priority sector:

Financial Services: Banking and/or Insurance.

Products: Industrial and Manufacturing, Consumer Products/CPG, Retail or related sectors.

High Tech experience is valuable, particularly when combined with broader business-transformation experience.

Experience across a second priority sector is beneficial, but real industry credibility and executive relationships are more important than broad but shallow coverage.

How Success Will Be Measured

Success will be measured by:

• Qualified transformation pipeline personally generated or materially influenced.
• Closed-won TCV and conversion of assigned opportunities.
• Ability to create new senior-executive conversations and turn them into opportunities.
• Win rate and progression of qualified strategic pursuits.
• Contribution to value- and outcome-based commercial models.
• Quality of opportunity strategy, qualification, forecasting and governance.
• Growth in the seller’s ability to independently own increasingly large and complex pursuits.

The strongest candidates will be those who can demonstrate that they have created executive access, turned an early client conversation into qualified pipeline, built a compelling business case and helped move a complex opportunity through negotiation and closure.

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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.

Where required by law, NTT DATA provides a reasonable range of compensation for specific roles. The starting pay range for this remote role is $189,396 - $294,900. 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 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.

NTT DATA endeavors to make https://us.nttdata.com accessible to any and all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact us at https://us.nttdata.com/en/contact-us. This contact information is for accommodation requests only and cannot be used to inquire about the status of applications. NTT DATA is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. For our EEO Policy Statement, please click here. If you'd like more information on your EEO rights under the law, please click here. For Pay Transparency information, please click here.