Director of Partner/Alliance Solutions, Strategy and Market

NTT DATA Services•Plano, TX

2d•Onsite

About The Position

The Senior Director, Partner Growth – Federal and SLED is responsible for accelerating partner-enabled growth for NTT DATA North America's Federal and State, Local, and Education Business Units. This leader works with strategic alliance partners, BU leadership, client teams, and internal practices to create pipeline, shape deal strategy, advance priority pursuits, and convert partner relationships into measurable mission and commercial outcomes. Reporting into the Partner Strategy & Solutioning team, the role has a broad Partner Growth remit: helping define where partners matter most across Federal and SLED, identifying market-relevant growth plays, shaping partner-enabled solution concepts, and mobilizing the right partner, BU, sales, capture, and practice resources around target accounts and active opportunities. The role will work closely with our Federal and SLED business unit (BU) leadership teams to ensure partner activity is aligned to BU priorities, public sector buying realities, and measurable growth outcomes. This is not a quota-carrying sales role. The role is commercially accountable for partner-sourced and partner-influenced growth and success is measured through growth of business with partners, pipeline creation, and progression of priority partner initiatives.

Requirements

12+ years of experience in partner strategy, industry solutions, management consulting, business transformation, solution development, product or offer strategy, enterprise technology services, or related growth-focused roles.
Strong understanding of public sector markets, including federal, defense, civilian, state, local, and education customer environments; modernization priorities; procurement and funding dynamics; compliance considerations; and technology transformation opportunities.
Experience serving federal, defense, civilian, state, or local government customers is strongly preferred.
Demonstrated ability to translate ambiguous business problems into clear partner strategies, use cases, solution opportunities, workplans, and executive-ready recommendations.
Experience working with strategic technology partners, hyperscalers, partner ecosystems, co-sell environments, or partner-led go-to-market motions.
Experience working with native AI, cloud, applications, and data partners, with enough technical fluency to connect partner capabilities to public sector customer needs, sales plays, and pursuit strategies.
Strong commercial acumen, including the ability to assess customer value, mission relevance, partner contribution, procurement path, investment requirements, business-case logic, and growth potential.
Excellent written communication, facilitation, and executive presentation skills, with the ability to influence senior stakeholders without direct authority.
Bachelor's degree required; advanced degree or relevant consulting, business, product, partner, or technology credentials preferred.

Responsibilities

Develop and execute the Federal and SLED partner growth agenda, including priority partners, target accounts, use-case focus areas, active pursuits, and expected mission and commercial outcomes.
Translate Federal and SLED BU priorities, modernization mandates, funding dynamics, procurement realities, and customer mission needs into partner-backed sales plays and account strategies.
Work with Client Executives, Sales Executives, Partner Sales, capture teams, practices, and partner field teams to identify, shape, and advance alliance-supported opportunities across priority federal, defense, civilian, state, local, and education accounts.
Support identification and framing of partner-enabled public sector solution opportunities across native AI, cloud, applications, and data partners, where partner capabilities help agencies, governments, and education institutions modernize services and improve mission, citizen, and student outcomes.
Help connect public sector customer problems, partner capabilities, NTT DATA offerings, contract pathways, and BU priorities into clear growth plays that sales and capture teams can take to market.
Contribute to lightweight business-case thinking, value proposition development, sales messaging, and offer readiness for priority partner growth initiatives.
Lead partner go-to-market motions that support Federal and SLED growth, ensuring partner activity is connected to BU priorities, target accounts, active opportunities, capture strategy, and measurable mission and commercial outcomes.
Coordinate with Partner Sales, Partner Execution, marketing, practices, and partner teams to define program scope, target accounts, messaging, enablement needs, milestones, dependencies, and success measures.
Support development of partner-ready offers, campaign concepts, sales plays, enablement content, and executive materials for Federal and SLED-focused partner initiatives.
Track progress, surface blockers, and ensure strategic partner initiatives move from concept to execution with clear ownership and decision discipline.
Serve as the Strategy & Solutioning interface for partner-related Federal and SLED BU priorities, connecting BU needs with partner capabilities, internal practices, capture resources, and North America Partner Growth resources.
Create concise, executive-ready materials that frame partner strategy, solution opportunities, program status, business value, risks, unresolved decisions, and recommended next steps.
Facilitate working sessions with senior stakeholders and document decisions, dependencies, owners, and follow-up actions.
Ensure partner activity for Federal and SLED is grounded in customer evidence, BU strategy, public sector buying realities, practical economics, compliance considerations, and an executable path forward.