Managing Director, Large Deal - Insurance

NTT DATA Services•Plano, TX

1d•$225,000 - $450,000•Hybrid

About The Position

NTT DATA is seeking a strategic, client-focused, and commercially driven Managing Director, Large Deal Leader to originate, shape, and close transformational technology and business solutions opportunities within the Insurance sector. This executive-level role serves as the pursuit leader for large, complex, multi-service line engagements, partnering across Sales, Industry, Consulting, Architecture, Delivery, Finance, Legal, Pricing, and Alliance organizations to develop compelling, differentiated solutions that address customer priorities and deliver meaningful business outcomes. The successful candidate will bring deep expertise in managing large deal pursuits, engaging senior education leaders, and orchestrating cross-functional teams to develop innovative solutions spanning cloud, applications, infrastructure, digital workplace, cybersecurity, data and analytics, AI, and managed services. This leader will be accountable for driving strategic pursuits from opportunity identification through contract execution while building trusted relationships with education institutions and organizations.

Requirements

Minimum 15 years of experience in enterprise sales, complex deal pursuits, or consulting sales roles, preferably in the IT services industry.
Minimum 10 years of experience leading strategic sales pursuits and closing large, complex transformation engagements focused on achieving measurable business outcomes within the Insurance sector.
Minimum 8 years of pursuit experience managing and closing deals that include working with business stakeholders and other partners in a collaborative environment structuring deals involving various technology domains such as cloud, data, security, network/infrastructure, and applications.
Proven track record of successfully leading large-scale pursuits and complex deal cycles exceeding $100M.
Experience engaging executive-level business and technology stakeholders and influencing strategic decisions.
Demonstrated ability to lead cross-functional teams in a matrixed environment.
Strong communication, negotiation, relationship management, and executive presentation skills.
Ability to travel up to 50%.
Bachelor's degree in Business, Information Technology, Computer Science, Engineering, Education, or a related field.

Responsibilities

Own the creation, governance, and execution of strategic pursuit engagement plans for large, complex opportunities within the Education sector.
Lead pursuit strategy from opportunity qualification through contract execution for high-value, multi-tower and transformational engagements.
Develop and execute win strategies aligned to client business objectives, educational priorities, funding requirements, and technology transformation goals.
Create pursuit plans, stakeholder maps, executive engagement strategies, competitive positioning, investment recommendations, and close plans.
Lead executive reviews, governance activities, pricing alignment, risk assessments, negotiation strategies, and contract closure activities.
Engage early with customer business and technology stakeholders to understand strategic priorities, operational challenges, student and faculty experience goals, and digital transformation initiatives.
Serve as a trusted advisor throughout the pursuit lifecycle, helping clients align technology investments with institutional objectives and measurable outcomes.
Collaborate with Client Executives, Industry Leaders, and Account Teams to proactively identify, qualify, and shape strategic opportunities.
Lead the design, development, and orchestration of integrated solutions across NTT DATA, partner ecosystems, and client organizations.
Coordinate pursuit teams spanning Consulting, Enterprise Architecture, Solution Architecture, Delivery, Operations, Finance, Legal, Pricing, Alliances, and Proposal Management.
Ensure proposed solutions align with customer business goals, technology priorities, operational requirements, and financial objectives.
Drive collaboration across multiple solution domains including cloud, applications, cybersecurity, digital workplace, infrastructure, networking, data and analytics, AI, and managed services.
Develop compelling business cases and value propositions that demonstrate measurable outcomes and return on investment.
Structure innovative and competitive commercial models tailored to customer objectives and funding approaches.
Lead commercial negotiations and pricing strategies while balancing customer value, competitiveness, and profitability.
Ensure business, technical, operational, commercial, and contractual components are integrated into a cohesive client value proposition.
Partner closely with Sales, Client Executives, Industry Leaders, Consulting Engagement Leads, Enterprise Architects, Delivery Leaders, and Operations teams.
Facilitate executive decision-making and stakeholder alignment throughout complex deal cycles.
Ensure seamless transition from pursuit to delivery by collaborating with implementation and operational teams.
Mentor and coach pursuit team members while promoting best practices and repeatable methodologies.
Maintain deep knowledge of education industry trends, funding models, regulatory requirements, and emerging technologies impacting educational institutions.
Stay informed on evolving market dynamics and competitive developments across higher education, and related educational organizations.
Leverage industry knowledge and technology expertise to create innovative, differentiated solutions that address the evolving needs of education clients.
Contribute to the development of industry-specific offerings, client value propositions, and strategic growth initiatives.