NTT DATA
Strategic Pursuit Leader Senior Director - Client Growth (US based Remote Role)
NTT DATA, Charlotte, North Carolina, United States, 28245
Req ID:
297434
NTT DATA strives to hire exceptional, innovative and passionate individuals who want to grow with us. If you want to be part of an inclusive, adaptable, and forward-thinking organization, apply now.
We are currently seeking a
Strategic Pursuit Leader
to join our Client Growth Office for our large deal pursuits. This is a remote position (US based) and will require travel to clients as needed.
Overview:
The Pursuit Leader is a single threaded leader responsible for managing and orchestrating the end-to-end strategic pursuit cycle. They create an account engagement plan and own its execution. During early stages, they will review the client-facing point of view and compelling value propositions and provide feedback from a deal shaping perspective. They influence, orchestrate, and facilitate internal alignment to remove blockers and achieve desired business outcomes.
The Pursuit lead will clearly understand the value drivers, value proposition, transformation angle, stakeholder map (including board relationships), competitive landscape, decision process and timeline, including clarity of the approval path. Based on this, they create an actionable Pursuit Strategy/Win Strategy that clearly articulates what NTT DATA needs to do to win, and continually refresh that as the pursuit progresses. They must continually develop and refine the understanding of "who amongst the client executives need to believe what, and what needs to be true for the client to do the deal with NTT DATA". They continually leverage the value proposition to align the stakeholders to the value proposition and shape/create a deal. Lastly, from a key renewals perspective, this function will create a process for high value renewals - encompassing assessment, strategy, and execution, and will work with the Industry Leaders to roll it out.
Responsibilities
Own the creation and execution of strategic pursuit engagement plans, collaborating with team members and across the company to ensure continued alignment and action.
Engage early with customer technology and business leaders to build relationships and gather a deep understanding of the customer's current needs and challenges.
Manage customer relationship from origination to closure of complex, multi-tower high value proposals.
Create win strategies that address the business goals and technology needs of a customer.
Lead the solution design, construction and orchestration across NTT, partners and client organizations.
Work collaboratively across multi-solution and cross-functional organization with Sales, Client Executives, Consulting Engagement Leads, Solution/Enterprise Architects, Client Delivery, and Operations teams to ensure that the proposed solution aligns with the customer's business goals and requirements.
Communicate effectively with customers, sales teams, delivery teams, and stakeholders to ensure alignment and clarity of the solution vision, scope, and value proposition.
Stay abreast of the latest trends, technologies, and best practices in the enterprise architecture domain and leverage them to create innovative and competitive solutions.
Required Qualifications
Bachelor's degree in computer science, engineering, or related field, or equivalent work experience.
At least 12 years of experience in enterprise sales, complex deal pursuit, or consulting sales roles, preferably in the IT services industry.
10 years experience of a proven record of accomplishment of managing and closing complex deal cycles that meet customer requirements and expectations.
10 years experience in various technology domains, such as cloud, data, security, network, infrastructure, applications, etc.
Preferred Qualifications
Excellent communication, presentation, and interpersonal skills, with the ability to articulate complex concepts and solutions clearly and concisely.
Ability to work effectively in a fast-paced, dynamic, and collaborative environment, with multiple stakeholders and teams.
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. 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 one of the leading providers of digital and AI infrastructure in the world. NTT DATA is a part of NTT Group, which invests over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future.
NTT DATA is an equal opportunity employer and considers all applicants without regard to race, color, religion, citizenship, national origin, ancestry, age, sex, sexual orientation, gender identity, genetic information, physical or mental disability, veteran or marital status, or any other characteristic protected by law. We are committed to creating a diverse and inclusive environment for all employees. If you need assistance or an accommodation due to a disability, please inform your recruiter so that we may connect you with the appropriate team.
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297434
NTT DATA strives to hire exceptional, innovative and passionate individuals who want to grow with us. If you want to be part of an inclusive, adaptable, and forward-thinking organization, apply now.
We are currently seeking a
Strategic Pursuit Leader
to join our Client Growth Office for our large deal pursuits. This is a remote position (US based) and will require travel to clients as needed.
Overview:
The Pursuit Leader is a single threaded leader responsible for managing and orchestrating the end-to-end strategic pursuit cycle. They create an account engagement plan and own its execution. During early stages, they will review the client-facing point of view and compelling value propositions and provide feedback from a deal shaping perspective. They influence, orchestrate, and facilitate internal alignment to remove blockers and achieve desired business outcomes.
The Pursuit lead will clearly understand the value drivers, value proposition, transformation angle, stakeholder map (including board relationships), competitive landscape, decision process and timeline, including clarity of the approval path. Based on this, they create an actionable Pursuit Strategy/Win Strategy that clearly articulates what NTT DATA needs to do to win, and continually refresh that as the pursuit progresses. They must continually develop and refine the understanding of "who amongst the client executives need to believe what, and what needs to be true for the client to do the deal with NTT DATA". They continually leverage the value proposition to align the stakeholders to the value proposition and shape/create a deal. Lastly, from a key renewals perspective, this function will create a process for high value renewals - encompassing assessment, strategy, and execution, and will work with the Industry Leaders to roll it out.
Responsibilities
Own the creation and execution of strategic pursuit engagement plans, collaborating with team members and across the company to ensure continued alignment and action.
Engage early with customer technology and business leaders to build relationships and gather a deep understanding of the customer's current needs and challenges.
Manage customer relationship from origination to closure of complex, multi-tower high value proposals.
Create win strategies that address the business goals and technology needs of a customer.
Lead the solution design, construction and orchestration across NTT, partners and client organizations.
Work collaboratively across multi-solution and cross-functional organization with Sales, Client Executives, Consulting Engagement Leads, Solution/Enterprise Architects, Client Delivery, and Operations teams to ensure that the proposed solution aligns with the customer's business goals and requirements.
Communicate effectively with customers, sales teams, delivery teams, and stakeholders to ensure alignment and clarity of the solution vision, scope, and value proposition.
Stay abreast of the latest trends, technologies, and best practices in the enterprise architecture domain and leverage them to create innovative and competitive solutions.
Required Qualifications
Bachelor's degree in computer science, engineering, or related field, or equivalent work experience.
At least 12 years of experience in enterprise sales, complex deal pursuit, or consulting sales roles, preferably in the IT services industry.
10 years experience of a proven record of accomplishment of managing and closing complex deal cycles that meet customer requirements and expectations.
10 years experience in various technology domains, such as cloud, data, security, network, infrastructure, applications, etc.
Preferred Qualifications
Excellent communication, presentation, and interpersonal skills, with the ability to articulate complex concepts and solutions clearly and concisely.
Ability to work effectively in a fast-paced, dynamic, and collaborative environment, with multiple stakeholders and teams.
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. 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 one of the leading providers of digital and AI infrastructure in the world. NTT DATA is a part of NTT Group, which invests over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future.
NTT DATA is an equal opportunity employer and considers all applicants without regard to race, color, religion, citizenship, national origin, ancestry, age, sex, sexual orientation, gender identity, genetic information, physical or mental disability, veteran or marital status, or any other characteristic protected by law. We are committed to creating a diverse and inclusive environment for all employees. If you need assistance or an accommodation due to a disability, please inform your recruiter so that we may connect you with the appropriate team.
#LI-SGA
#CGO
#J-18808-Ljbffr