Managing Director, Technology Solutions Sales Leader, North America (Strategic & Large Deals)

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.

In This Job, you will:

• 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

Deal Scope and Complexity

• 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.

Core Responsibilities

Strategic Deal Ownership

• 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

Executive Client Leadership

• 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

Governance and Decision Cadence

• 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

Cross-Functional Orchestration

• 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

Partner and Ecosystem Strategy

• 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 protection

Value Protection and Lifecycle Accountability

• Safeguard margin, scope integrity, and delivery outcomes beyond contract signature
• Ensure deals are structured to scale and expand, not collapse under execution pressure
• Capture lessons learned and institutionalize best practices across future pursuits

Success Measures

• Increased win rate on large, complex, strategic deals
• Reduced cycle time through early shaping and clear decision cadence
• Improved margin and risk outcomes versus baseline performance
• Expansion of long-term transformation programs within strategic accounts
• Evidence of repeatable, scalable deal execution beyond individual leaders

Experience and Profile

• 10+ years of enterprise technology services sales and deal leadership experience
• Proven ownership of large, complex, multi-year transformation deals
• Demonstrated success operating at C-suite level with executive credibility
• Deep understanding of full-stack technology services and operating models
• Strong commercial, financial, and negotiation acumen
• Experience leading through influence in highly matrixed environments

Leadership Traits

• Operates with clarity under ambiguity
• Willing to stay in the details when it matters
• Bias for early action and disciplined execution
• Protects the enterprise over individual towers or incentives
• Sets the bar for how strategic deals are run

Why This Role Matters

NTT DATA’s growth is increasingly driven by large, complex, strategically significant deals that do not behave like standard sales pursuits. This role exists to ensure those deals are shaped early, executed with discipline, and delivered in a way that strengthens NTT DATA’s market position for the long term.

Travel: As needed for business needs up to 50%.

Where required by law, NTT DATA provides a reasonable range of compensation for specific roles. The range for this position is $180K - $270K base plus variable commissions and/or bonus. This range reflects the minimum and maximum target compensation for the position across all US locations. Actual compensation will depend on several factors, including the candidate's actual work location, relevant experience, technical skills, and other qualifications.

This position is eligible for company benefits that will depend on the nature of the role offered. Company benefits may include medical, dental, and vision insurance, 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.