Managing Director, AI GTM (Banking and Financial Services) - REMOTE

NTT DATA Services•Plano, TX

8d•$150,000 - $350,000•Remote

About The Position

NTT DATA is seeking an executive leader to own the North America AI go-to-market strategy, P&L, and campaign for the Banking and Financial Services (BFS) sector. The role translates the global BFS AI strategy into a focused North America market activation plan and executes it by originating and shaping major AI transformation opportunities, building and leading a team of senior client-facing leaders, and establishing NTT DATA as a partner for enterprise-scale AI in banking and financial services. This is both a sales and team-building role. The Managing Director carries a substantial total contract value (TCV) target, personally leads the region’s most significant pursuits, and recruits, coaches, and develops Directors, Senior Directors, and senior advisors. The role calls for executive-level credibility with C-suite and board stakeholders, commercial judgment in structuring complex AI deals, and the technical fluency to discuss both AI value and implementation details. The leader is expected to scrutinize AI solutions at a detailed level, including agent capabilities, data sources, production performance, architecture, and operating costs. The position is remote, with the listed role location in Plano, Texas. Travel of up to 50% is required. NTT DATA states a starting pay range of $150,000–$350,000 per year, with possible incentive compensation based on individual and/or company performance. Compensation depends on factors including work location, experience, skills, and qualifications.

Requirements

15+ years of experience in consulting, technology services, business development, or client leadership, including significant experience in a client-facing commercial role.
10+ years working with Banking and Financial Services clients, with demonstrable understanding of banking, capital markets, or payments operating models, economics, and regulatory environment.
5+ years originating, shaping, and closing large-scale AI or data transformation opportunities, with evidence of personally led deals at meaningful scale.
Technical fluency in enterprise AI sufficient to decompose a solution to unit level, including agent and orchestration patterns, AI-ready data foundations, retrieval and context design, evaluation and guardrails, inference and run economics, and production-scale failure modes.
Proven track record of carrying and delivering against a substantial sales or TCV target.
Experience owning or materially contributing to a business P&L, with accountability for revenue conversion and margin quality.
Experience leading and developing senior leaders, including hiring, coaching, and performance management of Director-level professionals.
Demonstrated ability to operate credibly at C-suite and board level and influence across a matrixed global organization without direct authority.
Ability to travel up to 50%.

Nice To Haves

Experience building a practice, capability, or market campaign from an early stage rather than inheriting an established one.
Evidence of personally challenging solution design during a pursuit, on the client side or the provider’s side, and being right.
Working knowledge of responsible AI and AI governance in a regulated environment, including model risk, explainability, and supervisory expectations in banking.
Experience with outcome-based or product-led commercial models in a services context.
Established senior network across North American banking and financial services institutions.
Advanced degree in business, engineering, technology, or a related field.

Responsibilities

Own the North America BFS AI strategy, P&L, and campaign, translating global sector priorities into a market activation plan with target accounts, propositions, and campaign milestones.
Carry and deliver an annual AI TCV target of approximately $100 million across new and existing banking, capital markets, payments, and financial services clients, with accountability for revenue conversion and margin.
Originate, shape, and close the region’s most complex AI pursuits, from initial executive conversations through commercial structuring, negotiation, and contract execution.
Establish and deepen relationships with C-suite and board-level executives at strategic BFS clients.
Engage client technology leaders at specification level and debate design choices directly.
Pressure-test solutions technically and commercially, including architecture, data readiness, agent and orchestration design, evaluation approach, and run cost.
Build, lead, and develop a team of 8 to 10 Directors and Senior Directors plus senior advisors through hiring, coaching, and performance management, ensuring team members have client leadership responsibilities.
Shape AI deal economics beyond traditional time-and-materials and fixed-price models, including outcome-based, consumption, and Service as Software constructs aligned to the AI Vista platform business.
Partner with AI delivery, forward deployed engineering and labs, AI products and platforms, industry verticals, geographic leadership, alliances, and hyperscaler partners to assemble pursuit teams.
Ensure consistent use of the global AI offering architecture, messaging, and bills of material, while communicating North America market requirements to inform global investment priorities.
Drive forecast discipline and pipeline health, including coverage, conversion, deal hygiene, and accurate commitments against the TCV target.
Represent NTT DATA in the North America BFS market through client forums, industry events, analyst engagement, and thought leadership.
Surface market, client, and competitive intelligence to inform global BFS sector strategy and offering development.