Area Sales Director - Remote Eligible

Director, Go-To-Market Sales

Continue to make an impact with a company that is pushing the boundaries of what is possible. At NTT DATA, we are renowned for our technical excellence, leading innovations, and making a difference for our clients and society. Our workplace embraces diversity and inclusion – it's a place where you can continue to grow, belong, and thrive. Your career here is about believing in yourself and seizing new opportunities and challenges. It's about expanding your skills and expertise in your current role and preparing yourself for future advancements. That's why we encourage you to take every opportunity to further your career within our great global team.

In this role you will:

• Works with the Sales Executive and decision makers to assist with the development of a sales strategy that will deliver the strategic objectives as outlined in the global and regional organizational strategy.
• Defines the way the sales force will approach the market and to determine the targets that the sales force should achieve and strive to exceed.
• Drives a sales culture by sharing best practices, developing and sustaining cross functional relationships and filtering information downwards
• Provides input into sales policies and procedures, ensuring implementation and continuous improvement to drive business results.
• Drives the alignment to the sales and organizational strategies and ensures the execution of these strategies by implementing the relevant operational plans.
• Responsible for the management of the team, setting and managing budgets, creating and executing on plans and reporting on the team activities in the required forums.
• Engages with vendors and partners to develop and execute go-to-market strategies to be implemented by sales teams.
• Takes responsibility for closing the gap between buyer expectations and current-state sales models, engagement models and integration methods.
• Executes the sales strategy by making decisions that influence people, process and technology.
• Measures progress against objectives and ensure that the appropriate level of effort is applied across the sales team to handle the client's reality.
• Coordinates sales activities across the geography to ensure that a consistent go-to-market approach is followed and that all clients are approached in a planned and coordinated way.
• Acts as a critical link between sales strategy and execution in the field and ensures that the end-state vision as determined by the executive team is achieved, whilst balancing buyer expectations.
• Sets sales targets and goals whilst making it easier for clients to buy, listening to client concerns, collecting reality-based evidence and enforcing standardized but flexible processes and methods across their teams.
• Develops and maintains strategic relationships with internal and external partners to the benefit of their clients.

Lead and manage client and senior client managers and quota-bearing teams with a focus on driving consistent performance and strategic execution across the Public Sector, including federal, state, and local government markets.

Provide executive-level leadership and strategic oversight, ensuring alignment of go-to-market initiatives with public sector priorities, compliance requirements, and long-term client partnerships.

Foster a collaborative, innovative, and high-performing sales culture, while ensuring operational excellence and flawless execution of sales programs tailored to the unique needs of public sector clients.

Knowledge and Attributes:

• Sales business acumen. The skills supporting successful selling through organizational and business outcome mindset.
• Sales client engagement and management. The skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth.
• Sales solution skills. The knowledge of the company's offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor.
• Sales resources optimization. Building internal relationships, working with pursuit teams and leveraging vendors as resources throughout the sales cycle.
• Sales pursuit. The skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients.
• Sales strategy execution. The skills to ensure that the sales strategy is aligned to the business strategy.
• Sales business management. The skills to ensure that target setting, and associated processes is aligned to meeting the target.
• Sales talent management and enablement. The skills to ensure that results are achieved through effective talent management.
• Proven experience leading senior client managers and quota-carrying teams within the Public Sector, driving consistent performance and strategic execution across federal, state, and local government markets.
• Demonstrated ability to develop and execute go-to-market strategies tailored to public sector priorities, with a strong understanding of compliance requirements, procurement cycles, and strategic stakeholder engagement.
• Track record of fostering a collaborative, innovative, and high-performing sales culture, while ensuring operational excellence and successful execution of sales programs aligned to the unique needs of public sector clients.

Bachelor's degree or equivalent in business or marketing or a related field.

This role is perfect for you if you:

• Significant experience in a sales leadership/management role, preferably gained within a global technology services organization.
• Significant sales work experience gained within a similar environment.
• Significant strategic planning and operational execution experience.
• Significant media experience and evidence of previous work in this area is a must.
• Significant track record managing financial results and business outcomes.
• Significant experience negotiating on extremely critical matters.
• Significant go-to-market planning and execution experience.

Your day at NTT DATA

The Director, Go-To-Market Sales is a leadership role, responsible for providing direction to sales managers driving consistent results and performance across their sales teams. This role oversees a group of senior sales managers who manage quota bearing teams. This leadership role often provides executive presence primarily to their teams in order to drive the execution of the strategy across the geography they are responsible for. This leadership role has limited interaction with buyers but in instances where these interactions do occur, it will be at higher altitude levels in the account and will likely be of a strategic nature. The Director, Go-To-Market Sales oversees, leads and manages a sales team within a region/country, ensuring the flawless execution of sales initiatives, activities and programs to meet sales revenue and strategy, while simultaneously fostering a collaborative and innovative team culture focused on operational excellence.

Key responsibilities:

• Works with the Sales Executive and decision makers to assist with the development of a sales strategy that will deliver the strategic objectives as outlined in the global and regional organizational strategy.
• Defines the way the sales force will approach the market and to determine the targets that the sales force should achieve and strive to exceed.
• Drives a sales culture by sharing best practices, developing and sustaining cross functional relationships and filtering information downwards
• Provides input into sales policies and procedures, ensuring implementation and continuous improvement to drive business results.
• Drives the alignment to the sales and organizational strategies and ensures the execution of these strategies by implementing the relevant operational plans.
• Responsible for the management of the team, setting and managing budgets, creating and executing on plans and reporting on the team activities in the required forums.
• Engages with vendors and partners to develop and execute go-to-market strategies to be implemented by sales teams.
• Takes responsibility for closing the gap between buyer expectations and current-state sales models, engagement models and integration methods.
• Executes the sales strategy by making decisions that influence people, process and technology.
• Measures progress against objectives and ensure that the appropriate level of effort is applied across the sales team to handle the client's reality.
• Coordinates sales activities across the geography to ensure that a consistent go-to-market approach is followed and that all clients are approached in a planned and coordinated way.
• Acts as a critical link between sales strategy and execution in the field and ensures that the end-state vision as determined by the executive team is achieved, whilst balancing buyer expectations.
• Sets sales targets and goals whilst making it easier for clients to buy, listening to client concerns, collecting reality-based evidence and enforcing standardized but flexible processes and methods across their teams.
• Develops and maintains strategic relationships with internal and external partners to the benefit of their clients.

To thrive in this role, you need to have:

• Sales business acumen. The skills supporting successful selling through organizational and business outcome mindset.
• Sales client engagement and management. The skills used to effectively manage and analyze the client throughout the client lifecycle, with the