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

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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
• Cap