Managing Director, AI GTM Large Deal Sales

NTT DATA Services•Plano, TX

1d•$225,000 - $450,000•Onsite

About The Position

The AI GTM Managing Director of Large Deal Sales is responsible for driving the AI growth strategy and execution of large deal sales motions. This role will lead and scale our most strategic, high-value AI pursuits working in tandem with the AI Industry Verticals. This is a senior leadership role for a proven deal maker who can shape, lead, and close $100M+ AI transformation deals, while building and mentoring a world-class team of Large Deal AI Sellers. As a Managing Director, you will own the AI large deal sales strategy and execution. You will operate as a player-coach, combining direct deal leadership with team leadership and capability building. Accountable for driving significant revenue growth, influencing AI strategy, and positioning the organization as a trusted transformation partner to global clients. This role carries enterprise-wide visibility, with direct engagement with C-suite clients, regional CEOs, industry leaders, and global sales leadership. This role combines executive engagement, opportunity shaping, and strategic positioning of next-generation AI solutions, while serving as a visible voice on AI innovation and transformation for clients and internal stakeholders.

Requirements

Proven deal maker who can shape, lead, and close $100M+ AI transformation deals
Ability to build and mentor a world-class team of Large Deal AI Sellers
Experience operating as a player-coach, combining direct deal leadership with team leadership and capability building
Experience driving significant revenue growth, influencing AI strategy, and positioning the organization as a trusted transformation partner to global clients
Experience with enterprise-wide visibility and direct engagement with C-suite clients, regional CEOs, industry leaders, and global sales leadership
Experience combining executive engagement, opportunity shaping, and strategic positioning of next-generation AI solutions
Experience serving as a visible voice on AI innovation and transformation for clients and internal stakeholders

Responsibilities

Own and drive the AI large deal agenda and revenue contribution across industries
Partner with industry and sales leadership to define AI growth strategy, priority accounts, and build pipeline
Represent the organization externally in executive forums and strategic client engagements
Lead, mentor, and scale a team of senior Large Deal AI Sellers
Build a high-performance culture focused on win rates, deal quality, and profitable growth
Institutionalize best practices across deal shaping, governance, and commercial strategy
Personally lead and close select, marquee $100M+ deals
Define winning strategies, competitive positioning, and deal differentiation
Drive executive alignment, go/no-go decisions, and pursuit investments
Identify and originate AI transformational opportunities aligned to industry trends
Shape complex, multi-tower deals spanning applications, data, cloud, infrastructure, and operations
Ensure strong alignment between client business outcomes and solution strategy
Build trusted relationships with C-suite stakeholders (CEO, CIO, COO, CFO) across key clients
Lead executive conversations, strategic workshops, and high-stakes negotiations
Position the firm as a long-term strategic AI partner in large-scale transformation
Orchestrate global pursuit teams across sales, consulting, solutioning, delivery, finance, and legal
Drive alignment and accountability across complex, matrixed teams
Ensure seamless integration of solution, commercial, and delivery strategies
Oversee development of: Integrated, outcome-led AI solutions, Business cases and value propositions, Pricing strategies, deal structures, and risk frameworks
Balance growth, profitability, and delivery risk at an enterprise level
Establish and enforce rigorous deal governance and decision frameworks
Drive proposal quality, executive reviews, and final submissions
Lead complex negotiations and ensure successful deal closure and handover to deliver