Req ID:368073
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, apply now.
We are currently seeking a Senior Executive, Head of Operations to join our team in Herdon, Virginia (US-VA), United States (US).
Sensitivity Label: General Position: Senior Managing Director – Partnership Growth (North America) Company: NTT DATA Inc. Location: United States (with preference for major hub – e.g., New York, DC, Chicago, or regional metro) / flexible remote model with travel (30 %) Reporting to: Sudhir Chaturvedi- CEO, North America and Global Growth OWicer Level: Senior Managing Director (Executive role) Role Purpose As Senior Managing Director, you will lead the partnership and alliance function for North America and be accountable for driving incremental growth through both existing and new partnerships. You will own the end-to-end life cycle from strategy to execution, including partner identification, joint GTM, revenue generation, and partner success metrics. You will work closely with Industry Business Unit (IBU) leaders, sales leadership, solution and delivery organizations, and global partner ecosystem teams to embed partnership-driven growth across the region. Key Responsibilities Strategy & Growth: • Define and own the North America partnership strategy aligned with NTT DATA’s overall growth agenda. • Identify high-value partnership opportunities – both with hyperscalers, ISVs, system integrators, and industry-specific alliances – to accelerate revenue and market presence. • Establish crisp growth targets, KPIs (pipeline, joint wins, partner-sourced revenue, TCV, margin) for the partnership channel and enable measurement and tracking. • Operating in close collaboration with IBU leads in key sectors (e.g., Financial Services, Manufacturing, Public Sector, Healthcare, Retail) to embed partnership GTM into the industry business model. Partner & Alliance Management: • Build and maintain executive-level relationships with strategic partner organizations; ensure internal alignment (sales, marketing, solutions, delivery) to maximise partner value. Sensitivity Label: General • Develop joint business plans with partner leadership, including demand generation, enablement, solution co-development, and go-to-market execution. • Ensure partner onboarding, certification, enablement, and that internal capabilities (sales, technical, industry) leverage the partner ecosystem eXectively. • Negotiate and manage commercial / contractual terms for key partnerships, including incentives, funding, joint roadmap alignment and governance. Revenue & Operational Ownership: • Be accountable for partner-sourced revenue and growth via the partner channel across North America. • Own pipeline generation, qualification, closure, and tracking through the sales funnel – working with sales leadership and partner teams. • Ensure eXective operational mechanisms (deal registration, incentive capture, portal logging, pipeline governance) to maximise partner channel productivity. • Drive partner-success metrics: partner satisfaction, joint customer wins, renewal/expansion, strategic impact, cost of engagement. Cross-functional Leadership & Enablement: • Act as a key node between partnership function and business units, sales, delivery, marketing, solution teams and global alliances team. • Collaborate with marketing and demand-gen functions to orchestrate partnerdriven campaigns, events and activations. • Develop enablement programmes (sales training, partner portal, internal partner-awareness) to institutionalize partner channel as a core growth lever. • Mentor, build and lead a high-performing team of partner/alliances directors and managers across the region. Thought Leadership & Market Insight: • Be a credible thought-leader in the partner ecosystem (hyperscaler, ISV, digital platforms) – understand trends, disruption, competitive models and design partner-led propositions accordingly. • Provide timely insights to senior leadership (including Sudhir Chaturvedi) and the Executive Leadership Team about partner market dynamics, growth levers, risks and opportunities. Sensitivity Label: General Qualifications & Experience • 15+ years of leadership experience in partner/alliances, channel or ecosystem growth within the IT services, consulting, or technology industry (including leadership of P&L, sales or alliances teams). • Proven track record of identifying, forging and scaling high-impact partnerships in North America (hyperscalers, ISVs, strategic technology alliances) and driving measurable revenue growth through those partnerships. • Strong commercial acumen: comfortable with deal structures, funding models, joint business planning, pipeline analytics, incentive models and P&L responsibility. • Demonstrated success working cross-functionally in a large matrixed organization: sales, marketing, delivery, solutions, industry teams; ability to influence at senior executive level (C-suite) internally and externally. • Industry-domain familiarity (one or more of Finance, Manufacturing, Public Sector, Healthcare, Retail) and ability to apply partner models into industry GTM. • Excellent strategic thinking, operational discipline, metrics-orientation, process maturity (deal registration, governance, joint business reviews). • Comfortable with travel (approximately 25-35 %) and operating across multiple geographies/time-zones. • Bachelor’s degree required; MBA or Master’s preferred. Certifications in alliance/channel management, or experience in leading partner programmes is a plus. • Excellent communication, negotiation and relationship-building skills; changeoriented mindset; comfortable with ambiguity and driving transformation. Key Success Metrics • Partner-sourced revenue growth year over year (North America). • Partner pipeline contribution (% of total funnel) and partner win conversion rate. • Number of joint GTM initiatives with partners leading to measurable customer acquisitions and delivered value. • Partner satisfaction, enablement maturity, certification/licensing attainment. Sensitivity Label: General • Integration of partner-led growth into industry business units — measured by number of joint business plans executed and industry vertical solution acceleration. • EXicient operations and process compliance in partnership channel (deal registration, funding unlock, governance rhythm). Why Join NTT DATA? • You will lead a high-visibility, executive-level role in one of the world’s leading IT services firms. • Opportunity to shape and scale partnerships that drive innovation and growth across the North American region. • You’ll partner with senior business unit leadership and engage at the highest levels with strategic technology ecosystem players. • The role oXers a blend of strategic vision, operational delivery and revenue accountability, making it an ideal fit for a seasoned executive wanting to make impact. • You’ll become part of a global organization known for its innovation, digital transformation expertise, consulting and industry-solution depth — serving Fortune 100 clients and beyond. Desired Personal Attributes • Entrepreneurial mindset: sees and seizes partnership opportunities, able to experiment with new models and drive growth. • Collaborative leader: builds strong internal and external networks, galvanizes cross-functional teams, promotes a “partner-first” mindset. • Results-driven: obsessed with metrics, pipeline and business outcomes; comfortable with accountability. • Change agent: thrives in environments of growth, transformation and pace; able to drive through ambiguity and complexity. • Strategic thinker with operational bias: capable of setting vision AND executing to deliver measurable business results.
About NTT DATA
NTT 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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