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We are currently seeking a
Managing Director, AI GTM (Banking and Financial Services) - REMOTE to join our team in
Plano, Texas (US-TX), United States (US).Position SummaryWe are currently seeking a
Managing Director, AI GTM (Banking and Financial Services) - Remote to lead our North America AI strategy, P&L and campaign for the banking and financial services sector.
NTT DATA is seeking an executive leader to own the North America AI go to market strategy, P&L and campaign for Banking and Financial Services. This leader is accountable for translating our global BFS AI strategy into a focused North America market activation plan, and for executing it: originating and shaping large AI transformation opportunities, building and leading a team of senior client facing leaders, and establishing NTT DATA as the partner banks and financial institutions turn to for AI at enterprise scale.
This is a build role as much as a sell role. The successful candidate will carry a substantial TCV target, personally lead the most significant pursuits in the region, and at the same time recruit, coach and develop a team of Directors, Senior Directors and senior advisors who each carry their own client leadership responsibility. The role demands executive gravitas with C-suite and board level stakeholders, the commercial judgement to structure complex AI deals including outcome based and product led constructs, and the credibility to hold a technical conversation with a Chief AI Officer and a value conversation with a CFO in the same meeting.
On that last point we are deliberate; we are looking for someone technically adept enough to take an AI proposition apart down to unit level: what the agent actually does, where the data comes from, what breaks when it meets production volumes, and what it costs to run. Someone who can hold a strategic conversation about where AI changes the economics of a bank, then move without changing gear into an architecture and specification conversation about how it will actually be built. That depth is what separates NTT Data in the market.
Key Responsibilities- Own the North America BFS AI strategy, P&L and campaign, translating global sector priorities into a prioritised market activation plan with named target accounts, propositions and campaign milestones.
- Carry and deliver an annual AI TCV target of approximately $100 million across new and existing banking, capital markets, payments and financial services clients, and be accountable for its conversion into revenue and margin.
- Personally originate, shape and close the region's most complex AI pursuits, from first executive conversation through commercial construct, negotiation and contract execution.
- Establish and deepen relationships with C-suite and board level executives at strategic BFS clients, including CEOs, CFOs, COOs, CIOs, Chief Data and AI Officers, and heads of business lines.
- Engage client technology leadership at specification level, including Chief AI Officers, Chief Data Officers and Chief Architects, with the fluency to debate design choices directly rather than convening experts and translating.
- Pressure test solutions technically as well as commercially: interrogate the architecture, data readiness, agent and orchestration design, evaluation approach and run cost before a commitment is made, so that what we sign is what we can build, run and stand behind.
- Build, lead and develop a team of 8 to 10 Directors and Senior Directors plus senior advisors: hiring, coaching, performance management, and ensuring each team member carries genuine client leadership.
- Shape AI deal economics beyond traditional time and materials and fixed price models, including outcome based, consumption and Service as Software constructs aligned to our AI Vista platform business.
- Partner across the AI unit and the wider firm: AI delivery, forward deployed engineering and labs, AI products and platforms, industry verticals, geo leadership, alliances and hyperscaler partners, to assemble the right team for each pursuit.
- Ensure consistent use of the global AI offering architecture, messaging and bills of material, while feeding back North America market requirements to shape global investment priorities.
- Drive forecast discipline and pipeline health: coverage, conversion, deal hygiene and accurate commitment against the TCV target.
- Represent NTT DATA in the North America BFS market externally through client forums, industry events, analyst engagement and thought leadership, building the firm's AI reputation in the sector.
- Surface market, client and competitive intelligence to inform global BFS sector strategy and offering development.
Required Qualifications- 15+ years of experience in consulting, technology services, business development or client leadership, including significant time in a client facing commercial role.
- 10+ years working with Banking and Financial Services clients, with demonstrable understanding of banking, capital markets or payments operating models, economics and regulatory environment.
- 5+ years originating, shaping and closing large scale AI or data transformation opportunities, with evidence of individually led deals at meaningful scale.
- Technical fluency in enterprise AI sufficient to decompose a solution to unit level. Not a data scientist or hands on engineer, but conversant with agent and orchestration patterns, AI ready data foundations, retrieval and context design, evaluation and guardrails, inference and run economics, and the failure modes that appear at production scale. Must be able to move between a board level value conversation and an architecture specification conversation without an interpreter.
- Proven track record of carrying and delivering against a substantial sales or TCV target.
- Experience owning or materially contributing to a business P&L, with accountability for revenue conversion and margin quality.
- Experience leading and developing other senior leaders, including hiring, coaching and performance management of Director level professionals.
- Demonstrated ability to operate credibly at C-suite and board level, and to influence across a matrixed global organisation without direct authority.
- Ability to travel up to 50%.
Preferred Qualifications- Experience building a practice, capability or market campaign from an early stage rather than inheriting an established one.
- Evidence of personally challenging solution design during a pursuit, on either the client side or our own, and being right.
- Working knowledge of responsible AI and AI governance in a regulated environment, including model risk, explainability and supervisory expectations in banking.
- Experience with outcome based or product led commercial models in a services context.
- Established senior network across North America banking and financial services institutions.
- Advanced degree in business, engineering, technology or a related field.
About NTT DATANTT DATA is a $30 billion business and technology services leader, serving 75% of the Fortune Global 100. We are committed to accelerating client success and positively impacting society through responsible innovation. We are one of the world's leading AI and digital infrastructure providers, with unmatched capabilities in enterprise-scale AI, cloud, security, connectivity, data centers and application services. our consulting and Industry solutions help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have experts in more than 50 countries. We also offer clients access to a robust ecosystem of innovation centers as well as established and start-up partners. NTT DATA is a part of NTT Group, which invests over $3 billion each year in R&D.
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NTT DATA provides a reasonable range of compensation for specific roles. The starting pay range for this role is $150,000 - $350,000 per year. This range reflects the minimum and maximum target compensation for the position across all US locations. Actual compensation will depend on a number of factors, including the candidate's actual work location, relevant experience, technical skills, and other qualifications. This position may also be eligible for incentive compensation based on individual and/or company performance.
This position is eligible for company benefits including medical, dental, and vision insurance with an employer contribution, flexible spending or health savings account, life and AD&D insurance, short and long term disability coverage, paid time off, employee assistance, participation in a 401k program with company match, and additional voluntary or legally-required benefits.
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