Back to Job SearchThe team you'll be working with:
The Senior AI Large Deal Seller is a senior sales and commercial leader responsible for originating, shaping, and closing strategic AI transformation opportunities. This role serves as the sales or commercial lead for assigned AI pursuits, partnering with Relationship Owners, Geo Leaders, Industry Leaders, AI Consulting, Architecture, FDE, Delivery, Finance, Legal, Pricing, and ecosystem partners. The role requires deep AI market fluency, C-suite engagement skills, large-deal discipline, and expertise in AI-specific commercial structures, including value-based, outcome-based, gainshare, MVP-to-scale, and transformation funding models.
What you'll be doing:
Key Responsibilities:
- Serve as pursuit leader or AI commercial lead for assigned strategic AI opportunities.
- Proactively originate and shape AI transformation opportunities with Relationship Owners, Geo Leaders, Industry Leaders, and ecosystem partners.
- Develop deal plans, win strategies, stakeholder maps, competitive positioning, investment recommendations, POC strategies, and close plans.
- Lead client-facing commercial conversations around AI value creation, efficiency improvement, automation potential, and measurable business outcomes.
- Design AI-specific commercial structures, including outcome-based pricing, value-share models, phased MVP-to-scale constructs, productivity guarantees, risk-sharing approaches, and transformation funding models.
- Coordinate pursuit pods across AI Consulting, Architecture, FDE, Delivery, Finance, Legal, Pricing, Partner, Proposal, and Governance teams.
- Drive proposal strategy, executive review materials, governance readiness, pricing alignment, negotiation strategy, and final deal closure.
- Ensure solution, commercial model, delivery approach, and risk posture are integrated into a coherent client value proposition.
- Mentor Junior Sellers and help codify reusable pursuit assets, pricing examples, client value narratives, commercial models, and lessons learned.
Success Measures:
- Individual closed-won AI large deal TCV, measured as won TCV of assigned or supported deals over $25M.
- Win rate for qualified AI strategic and large deals.
- Qualified AI pipeline generated or materially influenced.
- Value-based or outcome-based commercial structures successfully proposed and closed.
- Pursuit quality, governance readiness, price-to-win alignment, forecast accuracy, and margin adherence.
What experience you'll bring:
Basic Qualifications:
- 10+ years of experience in enterprise sales, large deal sales, strategic account sales, consulting business development, professional services sales, or technology transformation sales.
- 5+ years of experience selling or shaping AI, data, analytics, digital transformation, cloud, automation, managed services, or complex technology-enabled transformation work.
- 3+ years of experience leading or materially contributing to large, multi-tower, multi-stakeholder pursuits, preferably including opportunities greater than $25M TCV.
- Demonstrated AI knowledge and ability to discuss enterprise AI, GenAI, AI agents, data readiness, adoption, risk, responsible AI, and business value with client executives.
- Experience developing business cases, commercial structures, negotiation strategies, pricing narratives, and value/outcome-based deal constructs.
- Bachelor's degree or equivalent work experience.
Preferred Skills:
- Experience with strategic sales governance, price-to-win, pursuit pods, proposal development, and executive deal reviews.
- Experience selling into one or more priority industries such as financial services, insurance, manufacturing, healthcare and life sciences, public sector, automotive, or commercial sectors.
- Familiarity with OpenAI, Anthropic, Mistral, Google/Gemini, Microsoft, AWS, GCP, Databricks, Snowflake, and other AI ecosystem partners.
- Strong executive presence, negotiation skills, commercial creativity, stakeholder orchestration, resilience, and ability to lead through influence in a matrixed environment.
- Ability to travel as required for client and internal engagements.
Who we are:
At NTT DATA, you have endless opportunities to think big, act bold and take ownership. As a $30+ billion business and technology services, AI and digital infrastructure leader, we co-innovate solutions with clients and partners globally for business and societal impact. Serving 75% of the Fortune Global 100, with experts in over 70 countries, we encourage experimentation and recognize great work. Proudly a Global Top Employer, NTT DATA is part of NTT Group, which invests over $3 billion annually in R&D. Make this the place where you belong, learn, and build your network. Make this the place where you grow.
what we'll offer you:
We offer a range of tailored benefits that support your physical, emotional, and financial wellbeing. Our Learning and Development team ensure that there are continuous growth and development opportunities for our people. We also offer the opportunity to have flexible work options.
You can find more information about NTT DATA UK & Ireland here: https://uk.nttdata.com/
We are an equal opportunities employer. We believe in the fair treatment of all our employees and commit to promoting equity and diversity in our employment practices. We are committed to creating a diverse and inclusive workforce. We actively collaborate with individuals who have disabilities and long-term health conditions which have an effect on their ability to do normal daily activities, ensuring that barriers are eliminated when it comes to employment opportunities. In line with our commitment, we guarantee an interview to applicants who declare to us, during the application process, that they have a disability and meet the minimum requirements for the role. If you require any reasonable adjustments during the recruitment process, please let us know. Join us in building a truly diverse and empowered team.
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“Upon joining the NTT DATA UK family, you will experience a culturally diverse organisation living our values of Clients First, Teamwork and Foresight as we partner with our customers every day.
At NTT DATA UK, we are proud to support and invest in our people. We offer a variety of rewarding career paths and opportunities to develop professionally - with access to cutting edge innovation.”
Niccolo Spataro, CEO, NTT DATA UK
