AI Go-to-Market Large Deal Seller (w/m/x)

NTT DATA Europe & Latam; Köln; Sur place; EUR 140 000 - 190 000; Plein temps

Avantages offerts par ce poste

Flexible working hours

30 days annual leave

Remote work from EU countries

Pension scheme

JobRad bike leasing

Public transport pass

Corporate benefits discounts

Extended health benefits

Résumé du poste

NTT DATA Europe & Latam seeks a Senior AI Large Deal Seller to originate, shape, and close strategic AI transformation opportunities, coordinating across account, industry, geography, consulting, engineering and finance teams.

You will build deal plans, win strategies, and business cases, drive client discussions on AI value creation, and enable responsible AI governance and risk-sharing approaches for large-scale opportunities.

Qualifications

• 10+ years in enterprise or strategic account sales or transformation services.
• 5+ years selling or shaping AI, data, cloud, automation, or digital transformation.
• 3+ years leading complex multi-stakeholder pursuits, ideally $25M+ in value.

Responsabilités

• Lead strategic AI pursuits from opportunity development through negotiation and closure.
• Create deal plans, win strategies, stakeholder maps, competitive positioning, business cases, and close plans.
• Lead client discussions on AI-enabled value creation, automation, productivity, and measurable outcomes.
• Structure outcome-based, value-sharing, gainshare, risk-sharing, and MVP-to-scale commercial models.
• Coordinate multidisciplinary pursuit teams and ensure alignment across solution, delivery, pricing, governance, and risk.
• Build trusted relationships with C-level executives and senior stakeholders across business, technology, finance, procurement, and operations.

Connaissances

C-level engagement

Commercial acumen

German-English fluency

Strategic selling

Formation

Bachelor's degree or equivalent

Description du poste

NTT DATA is a trusted global innovator of business and technology services, helping clients innovate, optimize, and transform for success. We strive 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,

Overview

The Senior AI Large Deal Seller leads the origination, shaping, and closure of strategic AI transformation opportunities.

Working with account, industry, geography, consulting, engineering, delivery, finance, legal, pricing, and ecosystem teams, the role combines strong AI market knowledge, C-level engagement, large-deal leadership, and experience with value-based, outcome-based, gainshare, MVP-to-scale, and transformation funding models.

Key Responsibilities

• Lead strategic AI pursuits from opportunity development through negotiation and closure.
• Create deal plans, win strategies, stakeholder maps, competitive positioning, business cases, and close plans.
• Lead client discussions on AI-enabled value creation, automation, productivity, and measurable outcomes.
• Structure outcome-based, value-sharing, gainshare, risk-sharing, and MVP-to-scale commercial models.
• Coordinate multidisciplinary pursuit teams and ensure alignment across solution, delivery, pricing, governance, and risk.
• Build trusted relationships with C-level executives and senior business, technology, finance, procurement, and operations stakeholders.
• Collaborate with technology partners to strengthen propositions and routes to market.
• Mentor junior sellers and develop reusable pursuit and commercial assets.
• Ensure responsible AI, security, privacy, governance, compliance, and human oversight are embedded in opportunities.

Success Measures

• Closed-won AI deals exceeding $25 million in total contract value.
• Win rate and qualified AI pipeline generated or influenced.
• Successful value-based, outcome-based, or risk-sharing commercial models.
• Strong pursuit quality, executive alignment, forecast accuracy, margin performance, and team orchestration.

Basic Qualifications

• 10+ years in enterprise, large-deal, strategic account, consulting, professional services, or technology transformation sales.
• 5+ years selling or shaping AI, data, analytics, cloud, automation, managed services, or digital transformation.
• 3+ years leading complex, multi-stakeholder pursuits, ideally exceeding $25 million.
• Strong knowledge of enterprise AI, Generative AI, AI agents, data readiness, adoption, responsible AI, and business value.
• Experience with business cases, pricing, negotiations, and value- or outcome-based commercial models.
• Proven C-level engagement and strong commercial acumen across finance, legal, procurement, contracting, and delivery.
• Fluency in German and English.
• Bachelor’s degree or equivalent experience.

Preferred Skills

• Experience with sales governance, price-to-win, proposals, and executive deal reviews.
• Relevant industry experience in financial services, insurance, manufacturing, automotive, healthcare, life sciences, or the public sector.
• Familiarity with leading AI, cloud, data, and technology ecosystem partners.
• Understanding of Generative AI, agentic AI, data platforms, cloud, automation, and AI-enabled managed services.
• Strong executive presence, communication, negotiation, stakeholder management, resilience, and ownership.
• Willingness to travel as required.

Benefits

• Flexible working hours with a flexitime arrangement; business travel time is considered working time
• 30 days of annual leave, plus December 24 and December 31 as additional non-working days
• The option to take a sabbatical of up to one year
• Remote work and mobile working from other EU countries
• Attractive benefits and compensation optimisation programmes, including an occupational pension scheme, JobRad bike leasing, a public transport pass, exclusive discounts through Corporate Benefits, and much more
• Comprehensive health and preventive care benefits, including extended continued remuneration in the event of illness, occupational health services, worldwide accident insurance covering both work-related and leisure-time accidents, and family support services

With us, you will have countless opportunities to think big, act boldly, and take responsibility. Shape your future in a culture that fosters a sense of belonging and gives you the space to learn and build your network.

Diversity is an essential part of our success and our corporate culture. Free from prejudice regarding gender, sexual orientation, age, ethnic or social background, religion, or disability, we look forward to getting to know you. Applicants with severe disabilities will be given preference if equally qualified.