OverviewMake 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 DATARole PurposeDrive 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 ResponsibilitiesPipeline Creation & Management (35%)Opportunity Identification & DevelopmentBuild and maintain qualified pipeline across three market tiersIdentify and qualify 25+ opportunities annually across EuropeCreate account penetration strategies for Top 100 European enterprisesDevelop sector-specific hunting strategies (Financial Services, Manufacturing, Healthcare)Revenue Forecasting & Target Achievement (20%)Revenue PlanningMaintain rolling 18-month forecast with confidence levelsForecasting ExcellenceImplement stage-gate opportunity progression modelApply win probability scoring (technical, commercial, political)Track competitive dynamics and adjust probabilitiesMaintain forecast accuracy metrics for management reportingDeal Value ManagementIdentify upsell/cross-sell opportunities within accountsStructure multi-year framework agreementsOptimize deal economics (payment terms, risk allocation)Country Team Support & Enablement (20%)Local Sales CollaborationPartner with country Managing Directors on strategic accountsProvide AI Factories expertise to local account teamsSupport opportunity qualification using scoring frameworksEnable local teams with sales tools and collateralQualification FrameworkImplement AIM qualification frameworkAssess technical fit against NTT capabilitiesEvaluate competitive positioning and win probabilityMake bid/no-bid recommendations with supporting analysisKnowledge TransferConduct monthly enablement sessions for country teamsCreate playbooks for vertical market penetrationShare competitive intelligence and win/loss insightsDocument best practices and replicable strategiesEuroHPC Response Strategy (15%)Strategic Framework DevelopmentDesign multi-stage engagement model for EuroHPC opportunitiesCreate consortium strategy (when to lead vs. participate) with Ecosystem LeaderDevelop pricing strategies compliant with EU funding rules with Ecosystem LeaderBuild reference architecture library for rapid response with Principal ArchitectProcurement IntelligenceMonitor EuroHPC work programs and funding callsTrack evaluation criteria changes and scoring evolutionAnalyze winning bid patterns and scoring thresholdsBuild relationships with evaluation committee members (ethically)Win Theme DevelopmentTechnical Superiority: Beyond-specification performanceEuropean Sovereignty: 40%+ EU content commitmentInnovation Platform: Customer co-creation modelSustainability Leadership: Carbon-neutral operationsCompetitive PositioningMonitor hyperscaler movements (AWS, Azure, Google)Identify consortium opportunities with competitorsDevelop counter-strategies for each major competitorEcosystem Partnership Pipeline (10%)Vendor Co-SellingCreate co-sell agreements with infrastructure vendorsStructure revenue sharing models with technology partnersOEM Channel DevelopmentCreate referral programs with commission structuresDevelop joint value propositions for enterprise accountsTrack partner-sourced pipeline separatelyStartup Ecosystem with Ecosystem LeaderScout innovative AI startups for joint solutionsCreate "powered by NTT" partnership modelIdentify acquisition targets for capability gapsDevelop innovation showcase programAdditional Strategic ResponsibilitiesMarket Intelligence & Competitive AnalysisMaintain real-time competitive intelligence databaseTrack win/loss reasons with root cause analysisEssential Experience8+ years enterprise technology sales experienceTrack record of 30M+ annual quota achievementExperience selling to C-level executivesPublic sector procurement experience (ideally EU)Complex solution selling (6+ month sales cycles)Industry KnowledgeUnderstanding of AI/ML market dynamicsFamiliarity with HPC/data center technologiesKnowledge of EU procurement regulationsExperience in consortium-based sellingSales ExcellenceStrategic Selling: Solution Selling, Challenger Sale, or similar methodologyRelationship Building: C-level engagement and stakeholder managementCommercial Acumen: Complex pricing and negotiation skillsPipeline Management: CRM expertise and disciplined forecastingPersonal AttributesHunter Mentality: Proactive opportunity creationStrategic Thinker: Connects market trends to opportunitiesCollaborative Leader: Works effectively across matrix organizationsResilient Performer: Thrives under pressure and ambiguityCultural Navigator: Operates effectively across European marketsWorkplace type: Remote WorkingAbout NTT DATANTT 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 EmployerNTT 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.Third parties fraudulently posing as NTT DATA recruitersNTT DATA recruiters will never ask job seekers or candidates for payment or banking information during the recruitment process, for any reason. Please remain vigilant of third parties who may attempt to impersonate NTT DATA recruiters-whether in writing or by phone-in order to deceptively obtain personal data or money from you. All email communications from an NTT DATA recruiter will come from an @nttdata.com email address. If you suspect any fraudulent activity, please contact us.
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