EU Business Development Manager, NTT
Artificial Intelligence
More information about location
Technology & business solutions
Open for applications
Technology & business solutions
1001+ employees
Open for applications
More information about location
1001+ employees
Company mission
To deliver innovations that help solve the greatest challenges today and create the opportunities of the future.
Role
Who you are
- 8+ years enterprise technology sales experience
- Track record of €30M+ annual quota achievement
- Experience selling to C-level executives
- Public sector procurement experience (ideally EU)
- Complex solution selling (6+ month sales cycles)
- Understanding of AI/ML market dynamics
- Familiarity with HPC/data center technologies
- Knowledge of EU procurement regulations
- Experience in consortium-based selling
- Strategic Selling: Solution Selling, Challenger Sale, or similar methodology
- Relationship Building: C-level engagement and stakeholder management
- Commercial Acumen: Complex pricing and negotiation skills
- Pipeline Management: CRM expertise and disciplined forecasting
- Hunter Mentality: Proactive opportunity creation
- Strategic Thinker: Connects market trends to opportunities
- Collaborative Leader: Works effectively across matrix organizations
- Resilient Performer: Thrives under pressure and ambiguity
- Cultural Navigator: Operates effectively across European markets
What the job involves
- 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
- Drive revenue generation and pipeline development for NTT Data's AI Factories initiative
- This role orchestrates the end-to-end business development process from opportunity identification through bid qualification, while coordinating with country teams and ecosystem partners to achieve aggressive growth targets
- The Business Development Manager - AI is an advanced subject matter expert, responsible for the implementation of the solution design, configuration and escalated problem management of solutions and services in client environments
- Opportunity Identification & Development
- Build and maintain qualified pipeline across three market tiers
- Identify and qualify 25+ opportunities annually across Europe
- Create account penetration strategies for Top 100 European enterprises
- Develop sector-specific hunting strategies (Financial Services, Manufacturing, Healthcare)
- Revenue Planning
- Maintain rolling 18-month forecast with confidence levels
- Forecasting Excellence
- Implement stage-gate opportunity progression model
- Apply win probability scoring (technical, commercial, political)
- Track competitive dynamics and adjust probabilities
- Maintain forecast accuracy metrics for management reporting
- Deal Value Management
- Identify upsell/cross-sell opportunities within accounts
- Structure multi-year framework agreements
- Optimize deal economics (payment terms, risk allocation)
- Local Sales Collaboration
- Partner with country Managing Directors on strategic accounts
- Provide AI Factories expertise to local account teams
- Support opportunity qualification using scoring frameworks
- Enable local teams with sales tools and collateral
- Qualification Framework
- Implement AIM qualification framework
- Assess technical fit against NTT capabilities
- Evaluate competitive positioning and win probability
- Make bid/no-bid recommendations with supporting analysis
- Knowledge Transfer
- Conduct monthly enablement sessions for country teams
- Create playbooks for vertical market penetration
- Share competitive intelligence and win/loss insights
- Document best practices and replicable strategies
- Strategic Framework Development
- Design multi-stage engagement model for EuroHPC opportunities
- Create consortium strategy (when to lead vs. participate) with Ecosystem Leader
- Develop pricing strategies compliant with EU funding rules with Ecosystem Leader
- Build reference architecture library for rapid response with Principal Architect
- Procurement Intelligence
- Monitor EuroHPC work programs and funding calls
- Track evaluation criteria changes and scoring evolution
- Analyze winning bid patterns and scoring thresholds
- Build relationships with evaluation committee members (ethically)
- Win Theme Development
- Technical Superiority: Beyond-specification performance
- European Sovereignty: 40%+ EU content commitment
- Innovation Platform: Customer co-creation model
- Sustainability Leadership: Carbon-neutral operations
- Competitive Positioning
- Monitor hyperscaler movements (AWS, Azure, Google)
- Identify consortium opportunities with competitors
- Develop counter-strategies for each major competitor
- Vendor Co-Selling
- Create co-sell agreements with infrastructure vendors
- Structure revenue sharing models with technology partners
- OEM Channel Development
- Create referral programs with commission structures
- Develop joint value propositions for enterprise accounts
- Track partner-sourced pipeline separately
- Startup Ecosystem with Ecosystem Leader
- Scout innovative AI startups for joint solutions
- Create "powered by NTT" partnership model
- Identify acquisition targets for capability gaps
- Develop innovation showcase program
- Additional Strategic Responsibilities
- Market Intelligence & Competitive Analysis
- Maintain real-time competitive intelligence database
- Track win/loss reasons with root cause analysis
Salary benchmarks
Our take
NTT is a global company providing digital business consulting, alongside technology for cybersecurity, cloud computing, workplace operations, and more. Established as the Nippon Telegraph and Telephone Public Corporation in 1952, the company has transformed for the digital era and delivers products that help its clients do the same.
From beginnings as a telephone business, NTT has evolved into a data-led technology and business solutions provider. Its NTT Data branch, now a certified B corporation, was launched in 1988 to create value for clients by leveraging IT, showing that the company adapted early on to the approaching digital revolution. A series of acquisitions in the 2000s and 2010s transformed the company’s structure into what it is today, giving it the capacity to deliver improved solutions across the globe.
NTT serves over 75 of the Fortune Global 100 companies. In 2023, the company announced its membership in the Joint Cyber Defense Collaborative (JCDC), which aims to strengthen the focus on cybersecurity in the US government and internationally. This, alongside other partnerships such as that of NTT Research with Harvard, aligns with NTT’s goal to be proactive in solving the world’s biggest problems with data.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Leadership
Akira Shimada
(CEO, not founder)Has worked at the company since 1981, in various roles including Senior Manager of Corporate Strategy, and SVP and Director of the General Affairs Department.
Share this job
View 7 more jobs at NTT