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Job Summary

NTT DATA is seeking an experienced Inside Sales Director to provide strategic leadership and program oversight for our inside sales organization. This role is responsible for account planning and management, territory planning, pipeline forecasting and development, and overall sales management.

The Inside Sales Director will drive revenue growth through operational excellence, collaboration with field sales, partners, and marketing, and by building a high-performing team focused on technology solutions and transactional business.

Responsibilities

• Manage, coach, and develop a team of inside sales professionals, fostering a high-performance culture focused on accountability, continuous improvement, and client-centric selling.

• Provide leadership and program oversight for inside sales, including account planning, territory planning, pipeline forecasting, and sales management.

• Train, mentor, and enable inside sales talent, ensuring consistent execution of sales methodologies, effective use of tools and insights, and strong career development pathways.

• Act as a connective leader across the sales ecosystem, ensuring inside sales operates as an integrated growth engine.

• Set strategic focus and priorities for the inside sales team, aligning day-to-day execution with broader vertical, segment, and business objectives; support field and vertical leaders in shaping aligned coverage and pursuit strategies.

• Collaborate with field sales leaders to define, plan, and meet joint sales targets.

• Drive cross-business alignment and business process improvement, working across Sales Operations, Marketing, Finance, Alliances, and Delivery to streamline workflows, reduce friction, and improve speed-to-market.

• Apply advanced understanding of a complex, matrixed sales environment to proactively identify and resolve business challenges, remove internal obstacles, and improve end-to-end sales effectiveness.

• Partner closely with Alliances, Software & Services, Presales, and Delivery teams to accelerate segment growth, expand market share, and increase success in partner-led and multi-offering sales motions.

• Serve as an escalation point for customer and partner issues, ensuring timely resolution by mobilizing the right internal teams, and key stakeholders to maintain a strong focus on delivering an exceptional customer experience.

• Achieve weekly, monthly, and quarterly bookings targets, pipeline development goals, and KPIs.

• Partner with Marketing and Partner Sales on demand generation programs, upsell/cross-sell initiatives, and customer acquisition strategies.

• Monitor and grow quoted revenue while ensuring accurate forecasting and reporting.

• Make key decisions regarding hiring, onboarding, team structure, performance management, and incentive programs.

• Ensure adoption and utilization of Salesforce (SFDC) as the standard for opportunity management.

• Participate in customer and partner executive meetings, briefings, and negotiations.

• Drive accurate and timely reporting using CRM and Microsoft tools.

• Ensuring the sales team’s strategic and timely response with client RFPs.

• Oversee and/or conduct client QBR presentations.

• Travel as required based on business needs.

Basic Qualifications

• Bachelor’s degree in Business, Marketing, or related field (or equivalent experience).

• 10+ years of progressive sales experience, including 5+ years in a leadership role managing inside sales teams.

• Proven success in driving revenue growth within technology solutions or IT services.

• Strong understanding of pipeline management, account planning, and CRM systems (Salesforce preferred).