Managing Director, AI Large Deal GTM

NTT DATA strives to hire exceptional, innovative and passionate individuals who want to grow with us. If you want to be part of an inclusive, adaptable, and forward-thinking organization, apply now.

 

We are currently seeking a Managing Director, AI Large Deal GTM to join our team in Plano, Texas (US-TX), United States (US).

 

 

NTT DATA is a trusted global innovator of business and technology services, helping clients innovate, optimize, and transform for success. We strive to hire exceptional, innovative, and passionate individuals who want to grow with us. If you want to be part of an inclusive, adaptable, and forward-thinking organization, apply now.

 

Postiton Overview:

 

The AI Large Deal Seller is a senior sales and commercial leader responsible for originating, shaping, and closing strategic AI transformation opportunities. This role serves as the sales or commercial lead for assigned AI pursuits, partnering with Relationship Owners, Geo Leaders, Industry Leaders, AI Consulting, Architecture, FDE, Delivery, Finance, Legal, Pricing, and ecosystem partners. The role requires deep AI market fluency, C-suite engagement skills, large-deal discipline, and expertise in AI-specific commercial structures, including value-based, outcome-based, gainshare, MVP-to-scale, and transformation funding models.

 

Key Responsibilities:

 

• Serve as pursuit leader or AI commercial lead for assigned strategic AI opportunities.
• Proactively originate and shape AI transformation opportunities with Relationship Owners, Geo Leaders, Industry Leaders, and ecosystem partners.
• Develop deal plans, win strategies, stakeholder maps, competitive positioning, investment recommendations, POC strategies, and close plans.
• Lead client-facing commercial conversations around AI value creation, efficiency improvement, automation potential, and measurable business outcomes.
• Design AI-specific commercial structures, including outcome-based pricing, value-share models, phased MVP-to-scale constructs, productivity guarantees, risk-sharing approaches, and transformation funding models.
• Coordinate pursuit pods across AI Consulting, Architecture, FDE, Delivery, Finance, Legal, Pricing, Partner, Proposal, and Governance teams.
• Drive proposal strategy, executive review materials, governance readiness, pricing alignment, negotiation strategy, and final deal closure.
• Ensure solution, commercial model, delivery approach, and risk posture are integrated into a coherent client value proposition.
• Mentor Junior Sellers and help codify reusable pursuit assets, pricing examples, client value narratives, commercial models, and lessons learned.

 

Success Measures:

 

• Individual closed-won AI large deal TCV, measured as won TCV of assigned or supported deals over $25M.
• Win rate for qualified AI strategic and large deals.
• Qualified AI pipeline generated or materially influenced.
• Value-based or outcome-based commercial structures successfully proposed and closed.
• Pursuit quality, governance readiness, price-to-win alignment, forecast accuracy, and margin adherenc

 

Required Qualifications:

 

• 10+ years of experience in enterprise sales, large deal sales, strategic account sales, consulting business development, professional services sales, or technology transformation sales.
• 5+ years of experience selling or shaping AI, data, analytics, digital transformation, cloud, automation, managed services, or complex technology-enabled transformation work.
• 3+ years of experience leading or materially contributing to large, multi-tower, multi-stakeholder pursuits, preferably including opportunities greater than $50M TCV.
• Demonstrated AI knowledge and ability to discuss enterprise AI, GenAI, AI agents, data readiness, adoption, risk, responsible AI, and business value with client executives.
• Experience developing business cases, commercial structures, negotiation strategies, pricing narratives, and value/outcome-based deal constructs.
• Bachelor's degree or equivalent work experience.

 

Preferred Skills:

 

• Experience with strategic sales governance, price-to-win