Sales Executive III

NTT America, Inc.; Herndon (VA); Hybrid; USD 140,000 - 210,000; Full time

Job summary

NTT DATA is seeking a Sales Executive III in Herndon, VA to lead AI and cybersecurity growth across federal agencies. The role requires deep federal market knowledge, executive relationship management, and a track record in strategic sales and capture for mission-critical initiatives.

You will coordinate with clients, delivery, and partners to translate agency needs into differentiated solutions, while advancing opportunities from discovery through award to drive revenue and mission impact.

Qualifications

• The role requires 12+ years in sales/business with federal engagement and leadership.
• 10+ years selling technology, cybersecurity, cloud or AI to federal agencies.
• Active Secret Clearance with TS/SCI eligibility is required.

Responsibilities

• Lead strategic sales for AI and cybersecurity offerings across federal agencies.
• Build senior-level relationships with federal decision makers and program leadership.
• Drive pipeline creation and opportunity shaping to meet revenue targets.
• Lead capture strategy, teaming, and bid responses for RFQs/RFPs/BAAs/OTAs.
• Collaborate with delivery and solution engineering to align with mission objectives.

Skills

Strategic sales

Federal government

Executive relationships

Capture leadership

Pipeline management

Solution selling

AI & cybersecurity domain

Business development

Education

Bachelor's degree or equivalent

CISSP or CISA certification

AWS Certified AI Practitioner

Tools

CRM systems

RFx/RFP processes

Job description

Req ID: 394734

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.

We are currently seeking a Sales Executive III to join our team in Herndon, Virginia (US-VA), United States (US).

Job Summary:

The Sales Executive for AI & Cyber Solutions is responsible for driving strategic growth across federal departments and agencies by positioning mission-aligned artificial intelligence, automation, and cybersecurity capabilities. This role requires a strong understanding of the federal market, acquisition and procurement pathways, evolving AI policies and governance requirements, and federal cybersecurity mandates, combined with proven expertise in business development, capture, strategic sales, and executive relationship management.

The Sales Executive will identify and qualify new opportunities, shape customer requirements and acquisition strategies, develop and execute account and pursuit strategies, and build trusted relationships with senior government executives, mission leaders, acquisition officials, and technology stakeholders. The role will maintain awareness of emerging federal priorities, including AI adoption and governance, automation, Zero Trust, cyber modernization, data protection, and evolving agency mission requirements.

Working closely with Client Executives, Capture, Solution Engineering, Delivery, and strategic technology partners, the Sales Executive will translate customer mission challenges into differentiated, compliant, and executable solutions. The position will play a critical role in advancing opportunities from early customer engagement and shaping through capture and award, while expanding the organization’s AI and cybersecurity footprint across the federal market.

Success in this role will be measured by the ability to build and mature a qualified pipeline, influence strategic opportunities early in the acquisition lifecycle, establish trusted executive‑level customer relationships, and convert differentiated AI and cybersecurity capabilities into sustainable revenue growth and measurable mission outcomes.

Job Duties:

Federal Growth & Sales Execution

• Lead business development and strategic sales activities for AI and cybersecurity offerings across all federal government mission agencies.
• Build and maintain senior‑level relationships with federal decision makers, including CIO/CAIO offices, mission executives, and program leadership.
• Develop and execute account‑specific growth plans aligned with federal AI adoption mandates and cybersecurity modernization goals.
• Drive pipeline creation, qualification, and opportunity shaping to meet annual revenue and booking targets.
• Lead pre‑RFP engagement, solution positioning, and bid strategy for AI‑enabled and cyber‑focused pursuits.

AI Strategy, Compliance & Advisory

• Translate federal AI directives (EOs, OMB M‑25‑21 & M‑25‑22, AI security and governance requirements) into opportunity framing and customer guidance.
• Work with solution architects to ensure proposed AI capabilities align with federal security, privacy, explainability, monitoring, and responsible‑use requirements
• Demonstrate understanding of high‑impact AI compliance, CAIO priorities, agency AI inventories, and AI risk‑management processes.
• Advise customers on mission‑use cases, AI adoption pathways, and responsible deployment strategies.

Cybersecurity Mission Engagement

• Position enterprise cybersecurity offerings aligned with federal requirements such as ATO processes, CUI safeguarding, vulnerability management, SOC operations, and RMF compliance.
• Communicate cyber maturity, surge capacity, security engineering capabilities, and enterprise security operations relevant to federal missions.
• Engage in solution shaping for cyber operations, threat hunting, SOC modernization, endpoint protection, and cloud security engineering.

Capture & Proposal Leadership

• Lead capture strategy, teaming, competitive assessments, call plans, and win‑themes for AI and cyber opportunities.
• Coordinate with proposal teams to deliver compliant, compelling, and timely responses to RFQs, RFPs, BAAs, and OTAs.
• Ensure proposals incorporate accurate federal policy, risk‑management requirements, and mission alignment.

Internal Collaboration & Portfolio Stewardship

• Partner with NTT DATA Federal delivery managers, solution engineers, and program leads across agencies.
• Surface customer insights to the AI and cyber product leads to influence roadmap and investment priorities.
• Support enterprise initiatives for AI literacy, customer discovery, and use‑case intake as defined during federal AI delivery summits.

Basic Qualifications:

• Undergraduate degree or equivalent combination education and work experience.
• High School Diploma + 4 additional years of experience = Associate's Degree
• Associate's Degree + 4 additional years of experience = Bachelor's Degree
• Minimum 12 years of sales and/or business experience, including business development, strategic growth, customer engagement, solution development, technology consulting, executive advisory, or related leadership responsibilities, with experience influencing customer requirements, shaping solutions, developing strategic partnerships, and driving business outcomes.
• Minimum 10 years of experience supporting the sale, development, positioning, acquisition, implementation, or strategic adoption of technology, cybersecurity, cloud, or AI solutions within federal agencies, including experience engaging senior federal stakeholders, influencing technology requirements and investment decisions, and aligning solutions to mission and business objectives.
• Minimum 5 years experience in a technical role (AI and/or Cybersecurity) supporting government project/contracts
• Experience in a technical role (AI and/or Cybersecurity) supporting government project/contracts
• Active Secret Security Clearance, with eligibility for TS/SCI

Preferred Qualifications:

• CISSP or CISA certification
• AWS Certified AI Practitioner
• Any AI and/or Cybersecurity certifications or training
• Prior experience supporting or selling into high‑security environments (DOJ, DHS, IC, DoD components).
• Understanding of federal law enforcement mission domains (DEA, FBI, USMS, DHS HSI) and associated operational systems.
• Experience in cybersecurity operations, vulnerability management, SOC services, or cloud security architecture.
• Experience partnering with delivery teams supporting enterprise environments with large endpoint counts and complex accreditation needs
• Ability to navigate internal AI intake processes, discovery methods, and customer‑conversation frameworks highlighted in federal AI training materials.
• Strong understanding of federal acquisition processes, including LPTA, best‑value, GWACs, SEWP, CIO‑SP4, BPA structures, and agency‑specific buying patterns.
• Knowledge of federal cybersecurity standards (NIST SP 800 series, RMF, FISMA, FedRAMP, Zero Trust).
• Knowledge of federal AI policy landscape (Executive Orders, OMB‑Memos, CAIO roles, AI governance, risk‑management frameworks).
• Ability to translate mission needs into technical solutions and articulate value propositions to senior federal leadership.
• Proven track record of managing a pipeline, closing deals, and meeting annual quota targets.