JOB DESCRIPTION
Make an impact with NTT DATA
Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion – it’s a place where you can grow, belong and thrive.
Your day at NTT DATA
Role Purpose
Drive revenue generation and pipeline development for NTT Data's AI Factories initiative. This role orchestrates the end-to-end business development process from opportunity identification through bid qualification, while coordinating with country teams and ecosystem partners to achieve aggressive growth targets.
The Business Development Manager - AI is an advanced subject matter expert, responsible for the implementation of the solution design, configuration and escalated problem management of solutions and services in client environments.
Core Responsibilities
1. Pipeline Creation & Management (35%)
1. Opportunity Identification & Development
2. Build and maintain qualified pipeline across three market tiers
3. Identify and qualify 25+ opportunities annually across Europe
4. Create account penetration strategies for Top 100 European enterprises
5. Develop sector-specific hunting strategies (Financial Services, Manufacturing, Healthcare)
2. Revenue Forecasting & Target Achievement (20%)
6. Revenue Planning
7. Maintain rolling 18-month forecast with confidence levels
8. Forecasting Excellence
9. Implement stage-gate opportunity progression model
10. Apply win probability scoring (technical, commercial, political)
11. Track competitive dynamics and adjust probabilities
12. Maintain forecast accuracy metrics for management reporting
13. Deal Value Management
14. Identify upsell/cross-sell opportunities within accounts
15. Structure multi-year framework agreements
16. Optimize deal economics (payment terms, risk allocation)
3. Country Team Support & Enablement (20%)
17. Local Sales Collaboration
18. Partner with country Managing Directors on strategic accounts
19. Provide AI Factories expertise to local account teams
20. Support opportunity qualification using scoring frameworks
21. Enable local teams with sales tools and collateral
22. Qualification Framework
23. Implement AIM qualification framework
24. Assess technical fit against NTT capabilities
25. Evaluate competitive positioning and win probability
26. Make bid/no-bid recommendations with supporting analysis
27. Knowledge Transfer
28. Conduct monthly enablement sessions for country teams
29. Create playbooks for vertical market penetration
30. Share competitive intelligence and win/loss insights
31. Document best practices and replicable strategies
4. EuroHPC Response Strategy (15%)
32. Strategic Framework Development
33. Design multi-stage engagement model for EuroHPC opportunities
34. Create consortium strategy (when to lead vs. participate) with Ecosystem Leader
35. Develop pricing strategies compliant with EU funding rules with Ecosystem Leader
36. Build reference architecture library for rapid response with Principal Architect
37. Procurement Intelligence
38. Monitor EuroHPC work programs and funding calls
39. Track evaluation criteria changes and scoring evolution
40. Analyze winning bid patterns and scoring thresholds
41. Build relationships with evaluation committee members (ethically)
42. Win Theme Development
43. Technical Superiority: Beyond-specification performance
44. European Sovereignty: 40%+ EU content commitment
45. Innovation Platform: Customer co-creation model
46. Sustainability Leadership: Carbon-neutral operations
47. Competitive Positioning
48. Monitor hyperscaler movements (AWS, Azure, Google)
49. Identify consortium opportunities with competitors
50. Develop counter-strategies for each major competitor
5. Ecosystem Partnership Pipeline (10%)
51. Vendor Co-Selling
52. Create co-sell agreements with infrastructure vendors
53. Structure revenue sharing models with technology partners
54. OEM Channel Development
55. Create referral programs with commission structures
56. Develop joint value propositions for enterprise accounts
57. Track partner-sourced pipeline separately
58. Startup Ecosystem with Ecosystem Leader
59. Scout innovative AI startups for joint solutions
60. Create "powered by NTT" partnership model
61. Identify acquisition targets for capability gaps
62. Develop innovation showcase program
63. Additional Strategic Responsibilities
64. Market Intelligence & Competitive Analysis
65. Maintain real-time competitive intelligence database
66. Track win/loss reasons with root cause analysis
Essential Experience
67. 8+ years enterprise technology sales experience
68. Track record of €30M+ annual quota achievement
69. Experience selling to C-level executives
70. Public sector procurement experience (ideally EU)
71. Complex solution selling (6+ month sales cycles)
Industry Knowledge
72. Understanding of AI/ML market dynamics
73. Familiarity with HPC/data center technologies
74. Knowledge of EU procurement regulations
75. Experience in consortium-based selling
Sales Excellence
76. Strategic Selling: Solution Selling, Challenger Sale, or similar methodology
77. Relationship Building: C-level engagement and stakeholder management
78. Commercial Acumen: Complex pricing and negotiation skills
79. Pipeline Management: CRM expertise and disciplined forecasting
Personal Attributes
80. Hunter Mentality: Proactive opportunity creation
81. Strategic Thinker: Connects market trends to opportunities
82. Collaborative Leader: Works effectively across matrix organizations
83. Resilient Performer: Thrives under pressure and ambiguity
84. Cultural Navigator: Operates effectively across European markets
Workplace type:
Remote Working
About NTT DATA
NTT DATA is a $30+ billion trusted global innovator of business and technology services. We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize and transform for long-term success. We invest over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies. Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation and management of applications, infrastructure, and connectivity. We are also one of the leading providers of digital and AI infrastructure in the world. NTT DATA is part of NTT Group and headquartered in Tokyo.
Equal Opportunity Employer
NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Join our growing global team and accelerate your career with us. Apply today.
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