Principal Specialist – Sales Analytics & Forecasting

NTT DATA, Inc.; United States; Remote; USD 120,000 - 160,000; Full time

Job summary

NTT DATA is seeking a senior Sales Analytics professional in the United States to shape forecasting models and drive revenue-driven insights across the sales funnel. You will partner with sales leaders to optimize coverage, identify whitespace opportunities, and accelerate data-informed decision-making with robust dashboards.

The role emphasizes AI-driven forecasting, analytics storytelling, and collaboration with executives to deliver measurable improvements in pipeline health and win rates.

Qualifications

• 5–7 years of experience in sales analytics, forecasting, or commercial insights for IT services or B2B enterprise sales
• Tier 1 consulting experience (e.g., McKinsey, BCG, Bain) with a focus on analytics-led sales or GTM transformation
• Hands-on proficiency in Excel and visualization tools (Power BI/Tableau); experience with Python, R, or Alteryx is a plus
• Experience with CRM and pipeline systems (e.g., Salesforce)
• Excellent business storytelling and analytical synthesis skills

Responsibilities

• Lead and evolve the analytics strategy across the sales funnel — including pipeline generation, conversion, and revenue realization.
• Drive insights into coverage effectiveness, lead velocity, stage transitions, slippage, and win/loss trends to uncover performance levers.
• Develop and maintain AI-driven models for revenue forecasting, win probability scoring, lead-to-deal conversion, and risk identification.
• Use forward-looking analytics to anticipate performance shifts and recommend data-backed actions.
• Collaborate with sales leaders and account teams to identify whitespace and pipeline opportunities through data.
• Collaborate with senior stakeholders — including sales executives, operations leads, and business unit heads — to deliver analytics-driven insights and support strategic decision-making through dashboards, briefings, and scenario-based analytics.

Skills

Sales analytics

Forecasting

Business storytelling

Analytical synthesis

CRM proficiency

Tools

Power BI

Tableau

Python

R

Alteryx

Salesforce

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.

Key Responsibilities

Sales & Revenue Analytics Strategy

Lead and evolve the analytics strategy across the sales funnel — including pipeline generation, conversion, and revenue realization. Drive insights into coverage effectiveness, lead velocity, stage transitions, slippage, and win/loss trends to uncover performance levers.

Forecasting & Predictive Modelling

Develop and maintain AI-driven models for revenue forecasting, win probability scoring, lead-to-deal conversion, and risk identification. Use forward-looking analytics to anticipate performance shifts and recommend data‑backed actions.

Sales Growth Levers

Collaborate with sales leaders and account teams to identify whitespace and pipeline opportunities through data. Use analytics to guide where and how sales can be accelerated through smarter prioritization, focus areas, and targeting strategies — without anchoring on vertical-specific GTM plans.

Sales Strategy Alignment

Support commercial leaders by benchmarking key sales metrics (pipeline velocity, coverage ratios, funnel hygiene) and providing insights that guide initiatives like territory design, account coverage models, and productivity enhancement — framed through a data‑first lens.

Stakeholder Engagement

Collaborate with senior stakeholders — including sales executives, operations leads, and business unit heads — to deliver analytics‑driven insights and support strategic decision‑making through dashboards, briefings, and scenario‑based analytics.

Qualifications

• 5–7 years of experience in sales analytics, forecasting, or commercial insights for IT services or B2B enterprise sales
• Tier 1 consulting experience (e.g., McKinsey, BCG, Bain) with a focus on analytics‑led sales or GTM transformation
• Hands‑on proficiency in Excel and visualization tools (Power BI/Tableau); experience with Python, R, or Alteryx is a plus
• Experience with CRM and pipeline systems (e.g., Salesforce)
• Excellent business storytelling and analytical synthesis skills

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.

Third parties fraudulently posing as NTT DATA recruiters

NTT 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 @nttdata.com email address. If you suspect any fraudulent activity, please contact us.