NTT DATA, Inc.
AI Go-to-Market Lead – Banking, UK&I
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AI Go-to-Market Lead – Banking, UK&I
NTT DATA is a trusted global innovator of business and technology services, helping clients innovate, optimize, and transform for success. We strive 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.
Overview
The AI Go-to-Market Lead – Banking, UK&I is responsible for driving AI-led growth across NTT DATA’s Banking business in the UK and Ireland.
This is a senior, client-facing leadership role at the intersection of Banking industry expertise, Artificial Intelligence, consulting, sales, and transformation. The role owns the development and execution of the Banking AI go-to-market strategy, working with Banking account leaders and sellers to identify priority clients, originate opportunities, shape differentiated propositions, and convert client priorities into qualified pipeline and successful AI transformation engagements.
The AI GTM Lead will engage senior Banking executives to help them understand where AI, Generative AI, and agentic AI can create measurable business value, while addressing the operational, data, regulatory, risk, governance, and adoption considerations associated with enterprise-scale AI.
The role will orchestrate capabilities across AI Consulting, AI Architects, Forward-Deployed Engineering, Delivery, Data & Analytics, Cloud, Cybersecurity, industry specialists, strategic technology partners, and NTT DATA’s global AI organization to bring the best of NTT DATA to Banking clients across UK&I.
Key Responsibilities
Banking AI Go-to-Market Leadership
- Define and execute the AI go-to-market strategy for the UK&I Banking sector, aligned with Banking account priorities, NTT DATA AI capabilities, and global industry strategy.
- Identify priority Banking clients, buying centers, business challenges, and AI opportunity areas where NTT DATA can create differentiated value.
- Develop a focused portfolio of Banking AI propositions, use cases, and client narratives spanning Generative AI, agentic AI, machine learning, automation, and intelligent decisioning.
- Translate developments in AI into relevant Banking propositions across areas such as customer service, operations, financial crime, risk, compliance, lending, payments, finance, software engineering, and employee productivity.
- Build repeatable industry plays, credentials, reference architectures, value cases, and GTM assets that accelerate client conversations and opportunity creation.
Client Leadership & Opportunity Origination
- Act as a senior trusted advisor to Banking executives on AI strategy, transformation, and adoption.
- Lead executive conversations to identify business pain points, strategic priorities, and high-value AI opportunities.
- Facilitate AI strategy sessions, executive workshops, ideation sessions, and opportunity prioritization exercises.
- Help Banking clients move from experimentation toward enterprise-scale AI adoption by connecting use cases to business outcomes, operating model change, data readiness, governance, and responsible AI.
- Develop strong relationships with senior stakeholders across business, technology, data, operations, risk, and transformation functions.
- Create and maintain a portfolio of qualified AI opportunities across strategic Banking accounts.
Deal Shaping & Commercial Leadership
- Lead or support qualification, shaping, and progression of strategic Banking AI opportunities from early-stage client engagement through proposal, commercialization, and mobilization.
- Develop compelling propositions, business cases, ROI models, and executive-level narratives that demonstrate measurable enterprise value.
- Partner with account executives and sellers to develop account-specific AI growth plans and opportunity strategies.
- Coordinate multidisciplinary teams across consulting, architecture, engineering, delivery, and partners to create differentiated solutions.
- Support proposals, RFIs, RFPs, presentations, demonstrations, proofs of concept, and executive deal reviews.
- Ensure opportunities have a clear value proposition, solution approach, commercial model, delivery pathway, and route to scale.
- Support transition from presales into delivery to maintain continuity of client outcomes and identify downstream transformation opportunities.
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Banking Industry & Market Leadership
- Maintain a strong point of view on how AI is reshaping Banking and financial services.
- Stay current on developments in Generative AI, agentic AI, foundation models, enterprise AI platforms, and Banking-specific applications.
- Understand the regulatory, governance, security, data privacy, model risk, and responsible AI considerations relevant to UK&I Banking institutions.
- Translate emerging technology developments into pragmatic client opportunities rather than technology-led propositions.
- Contribute to Banking thought leadership, industry events, executive roundtables, and market-facing content.
- Bring relevant external market insights, competitor intelligence, and client feedback into NTT DATA’s Banking and AI strategy.
Ecosystem & Internal Leadership
- Serve as the primary connection point between the UK&I Banking organization and NTT DATA’s wider AI capabilities.
- Build effective working relationships across Banking, AI, Data, Cloud, Consulting, Engineering, and Delivery teams.
- Partner with strategic technology providers and hyperscalers to develop differentiated joint propositions and opportunities.
- Leverage global NTT DATA AI assets, accelerators, credentials, delivery patterns, and intellectual property.
- Identify capability or proposition gaps and work with global and regional teams to address them.
- Coach sellers and account teams on AI propositions, client conversations, opportunity qualification, and value articulation.
- Promote reuse of successful solutions and lessons learned across Banking accounts.
Success Measures
Success in the role will be measured through a combination of:
- AI-related qualified pipeline generated across UK&I Banking.
- Revenue and bookings influenced or originated through AI opportunities.
- Conversion of strategic AI opportunities into consulting, engineering, and transformation engagements.
- Penetration of priority Banking accounts and creation of new executive client relationships.
- Development and adoption of repeatable Banking AI propositions and GTM plays.
- Growth of downstream implementation and managed service opportunities originating from AI advisory and transformation work.
- Quality of client engagement, executive feedback, and strategic account impact.
- Effective mobilization of global NTT DATA capabilities and strategic partner ecosystems.
- Contribution to market presence, thought leadership, and Banking AI credentials.
Basic Qualifications
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- 12+ years of professional experience across Banking, consulting, technology services, digital transformation, data, AI, or related client-facing roles.
- Significant experience working with Banking clients in the UK&I market, with a strong understanding of the industry's business models, operating environments, and strategic priorities.
- Demonstrated experience originating, shaping, and progressing complex technology, consulting, or transformation opportunities.
- Experience engaging senior executives and translating business priorities into strategic transformation initiatives.
- Strong understanding of AI, Generative AI, and emerging agentic AI capabilities and their application within Banking.
- Experience developing business cases, value propositions, transformation roadmaps, and executive-level client materials.
- Demonstrated commercial orientation with experience contributing to pipeline, sales, or account growth.
- Strong understanding of enterprise transformation considerations, including operating model, data, governance, risk, responsible AI, adoption, and change.
- Ability to lead multidisciplinary virtual teams across sales, consulting, architecture, engineering, and delivery.
- Bachelor's degree or equivalent professional experience.
Preferred Skills & Experience
- Prior leadership role within Banking, financial services consulting, technology services, or a major technology provider.
- Existing senior-level relationships within UK&I Banking institutions.
- Experience selling or delivering AI, data, analytics, cloud, or digital transformation programs within Banking.
- Strong knowledge of Banking functions and potential AI applications across areas such as retail banking, commercial banking, payments, lending, financial crime, risk, compliance, operations, and customer experience.
- Familiarity with enterprise AI concepts including LLMs, AI agents, RAG, machine learning lifecycle, data platforms, AI governance, and responsible AI.
- Familiarity with major cloud and AI platforms such as Microsoft Azure, AWS, Google Cloud, OpenAI, Anthropic, Google/Gemini, Databricks, Snowflake, and other relevant enterprise AI technologies.
- Understanding of the UK Banking regulatory environment and the implications of AI for risk, governance, resilience, and compliance.
- Experience creating industry propositions, thought leadership, or GTM programs.
- Strong executive communication, storytelling, facilitation, negotiation, and stakeholder-management skills.
- Ability to operate effectively in a matrixed global organization and influence teams without direct authority.
- Master's degree, MBA, relevant Banking qualification, AI/data qualification, or equivalent professional experience would be advantageous.
- Ability to travel as required for client and internal engagements.
Leadership Profile
The successful candidate will combine Banking credibility, AI fluency, and commercial leadership. They will be equally comfortable discussing business strategy with a Banking executive, shaping an AI transformation proposition with consultants and architects, and working with an account team to progress a strategic opportunity.
They will be expected to operate with an entrepreneurial mindset: identifying whitespace, creating demand, mobilizing the right capabilities, and turning emerging AI possibilities into tangible client outcomes and sustainable growth for NTT DATA.
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