EU Business Development Manager

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Role Purpose

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. 

Core Responsibilities

1. Pipeline Creation & Management (35%)

• 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)

2. Revenue Forecasting & Target Achievement (20%)

• 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)

3. Country Team Support & Enablement (20%)

• 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

4. EuroHPC Response Strategy (15%)

• 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

5. Ecosystem Partnership Pipeline (10%)

• 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

Essential Experience

• 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)

Industry Knowledge

• Understanding of AI/ML market dynamics
• Familiarity with HPC/data center technologies
• Knowledge of EU procurement regulations
• Experience in consortium-based selling

Sales Excellence

• 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

Personal Attributes

• 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

Available Locations:

• London, United Kingdom
• Bad Homburg, Germany
• Barcelona, Barcelona, Spain
• Budapest, Hungary
• Milano, Milano, Italy
• Capellen, Luxembourg, Luxembourg
• Hoofddorp, North Holland, Netherlands
• Prague, Czechia

Workplace type:

About NTT DATA
NTT DATA is a $30+ billion trusted global innovator of business and technology services. We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize and transform for long-term success. We invest over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies. Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation and management of applications, infrastructure, and connectivity. We are also one of the leading providers of digital and AI infrastructure in the world. NTT DATA is part of NTT Group and headquartered in Tokyo.

Equal Opportunity Employer
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