Managing Director - AI & Business Transformation, Large Deal Sales

NTT DATA Services•Chicago, IL

7d•Remote

About The Position

NTT DATA is seeking an accomplished transformation sales leader to originate, shape, and close strategic AI-enabled business transformation opportunities. This is a deal-creation role—not a traditional account-management or RFP-response position. The successful candidate will open C-suite conversations, identify enterprise problems worth solving, connect executive priorities to measurable business outcomes, develop differentiated commercial models, and mobilize NTT DATA teams to convert opportunities into large-scale transformation engagements. The role operates as a player-coach: personally creating and leading marquee opportunities while strengthening large-deal origination, commercial discipline, and conversion capability across the organization. The position is 100% remote.

Requirements

15+ years of relevant experience across enterprise technology/services sales, consulting business development, strategic sales, large-deal sales, or business transformation sales.
A demonstrated record of personally originating and closing large, complex transformation opportunities.
Evidence of personally initiated executive access and strategic client conversations converted into qualified opportunities.
Significant experience leading complex, multi-tower, multi-stakeholder pursuits across business units, solution domains, and geographies.
Strong AI-enabled business transformation fluency, including GenAI, agentic AI, data readiness, adoption, responsible AI, and risk in the context of business value and operating-model change.
Demonstrated experience developing transformation business cases, value hypotheses, pricing strategies, and executive propositions.
Significant experience constructing and negotiating value-based, outcome-based, gainshare, productivity-linked, or risk-sharing commercial agreements.
Strong financial and commercial acumen across pricing, margin, investment, contractual risk, and deal economics.
Exceptional executive presence and ability to independently lead high-stakes C-suite discussions and negotiations.
A strong external network and market credibility within at least one priority industry.

Nice To Haves

Deep industry expertise and senior executive relationships in Financial Services (banking and/or insurance), or in Products (industrial and manufacturing, consumer products/CPG, retail, or closely related sectors).
High Tech experience combined with broader enterprise transformation-selling capability.
Experience across a second priority industry sector.
Experience at a leading consulting, technology services, or business transformation organization with a strong large-deal sales discipline.
Ability to demonstrate a transformation opportunity created from an executive conversation before an RFP existed.
Ability to demonstrate a major deal personally taken from idea through contract signature.
Experience with a commercial construct linking economics to business outcomes, productivity, or value realization.
Existing relationships with senior executives who will take the candidate's call.

Responsibilities

Personally originate, shape, and lead complex $50M+ transformation opportunities, including marquee $100M+ pursuits.
Secure and independently lead substantive meetings with C-suite executives and other enterprise decision-makers.
Turn executive priorities such as growth, productivity, cost transformation, customer experience, operating-model change, and AI adoption into funded transformation agendas.
Build executive-level value hypotheses, business cases, and financial narratives linking AI and technology investment to measurable business outcomes.
Structure innovative commercial models, including outcome-based pricing, gainshare/value-share, productivity commitments, risk/reward arrangements, MVP-to-scale constructs, and transformation-funding approaches.
Own deal strategy from origination and qualification through solution shaping, stakeholder strategy, competitive positioning, price-to-win, executive alignment, negotiation, and closure.
Determine when proof-of-value, MVP, or phased investment models can accelerate client commitment and enable enterprise-scale transformation.
Orchestrate senior leaders and specialists across NTT DATA functions and ecosystem partners into an integrated client proposition.
Partner with Industry Leads and account leadership to identify white-space opportunities and proactively create strategic large-deal pipeline.
Apply qualification, investment, and governance discipline to prioritize opportunities where NTT DATA can create differentiated value, win profitably, and deliver successfully.
Coach junior sellers on origination, executive engagement, value creation, win strategy, and commercial construction; help codify reusable large-deal practices and value narratives.
Represent NTT DATA as an AI and business transformation leader in executive briefings, client workshops, and strategic industry forums.