NTT Ltd.
Managing Director Alliances Europe
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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.
Scope & Accountability
Position alliances as a primary driver of NTT DATA Europe’s growth and market competitiveness, representing a significant and growing share of NTT DATA Europe’s pipeline and bookings, with direct impact on NTT DATA Europe’s financial performance and growth trajectory.
- Leads the alliances organization across Europe.
- Owns the partner-driven P&L for Europe, with full accountability for:
- Revenue delivery
- Margin performance and improvement
- Partner economics (incentives, co-funding, and investments)
- Accountable for partner-sourced and partner-influenced revenue streams, and playing a critical role in new logos / strategic deals.
- Member of the European Growth / GTM leadership team, contributing to regional strategy, investment prioritization, Europe growth agenda, transformation programs, and performance management.
Key Responsibilities
Strategy & Growth Leadership
- Drive impact through deep hyperscale and AI market expertise.
- Define and execute a unified European partner strategy, aligned with NTT DATA’s growth, AI, and industry priorities.
- Position the partner ecosystem (hyperscalers, ISVs, data/AI leaders) as a core pillar of NTT DATA Europe’s business model.
- Build and scale a partner-led growth engine that drives:
- Pipeline generation
- Revenue acceleration
- Differentiated market positioning
- Embed partnerships deeply into Industry strategies, co-developing:
- Industry-specific offerings and assets
- Scalable, repeatable solutions
- ROI-driven value propositions
- Sovereign partnerships
P&L Ownership & Commercial Performance
- Own and manage the full partner-driven P&L, ensuring sustainable growth and profitability
- Drive predictable performance across:
- Deal registration and incentives capture
- Pipeline contribution and conversion
- Revenue and margin
- Partner ROI and investment efficiency
- Establish disciplined operating governance, including:
- Forecasting and pipeline management
- Deal qualification and conversion rigor
- Performance scorecards across regions
- Optimize partner economics:
- Incentives and co-investment models
- Margin improvement
- Repeatable offerings
- Marketplace and multi-party deal structures
- Translate strategic partnership commitments at global level into tangible European initiatives defining and tracking clear KPIs across sub-areas
Strategic Partner Management & Investment Authority
- Own executive relationships with Microsoft, AWS, Google, and strategic ecosystem partners
- Translate alliances into joint business plans (JBPs) with clear financial and capability targets
- Exercise decision authority over:
- Partner selection and prioritization
- Investment allocation and co-funding
- Joint GTM focus and market plays
- Lead negotiation of commercial frameworks, including IP, incentives, strategic alignment and roadmap integration
- Ensure full enablement of internal teams (sales, delivery, industry, solutions ..) to maximize partner leverage
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Cross-functional Leadership
- Operate effectively in a federated European model, balancing local autonomy with regional consistency
- Act as the central integrator across:
- Industry Business Units
- Sales and account teams
- Delivery and solution organizations
- Marketing and global alliances
- Co-own growth outcomes with Industry BUs, positioning alliances as a primary revenue lever
- Drive a “partner-first” operating model across Europe. Mobilize the sales organization around partner-led opportunities is a key differentiator for success in this role
- Lead and develop a high-performing, pan-European alliances organization, ensuring talent readiness and succession
- Develop enablement programmes (sales training, partner portal, internal partner-awareness) to institutionalize partner channel as a core growth lever.
Thought Leadership & Market Positioning
- Represent NTT DATA as a senior leader in the European ecosystem landscape
- Shape market positioning as an AI-first transformation partner through alliances
- Anticipate and act on market shifts (AI platforms, ecosystem consolidation, sovereign cloud, marketplaces)
- Leverage partnerships to:
- Deliver lighthouse deals and flagship wins
- Strengthen analyst positioning and competitive standing
Risk, Governance & Compliance
- Own commercial and operational risk associated with partner-led business
- Ensure compliance with alliance frameworks, contracting standards, and regulatory requirements
- Govern strategic partnerships to protect NTT DATA’s financial performance and market reputational impact
Qualifications & Experience
- 15+ years of leadership experience in alliances, ecosystem, or partner-led growth in IT services or consulting
- Strong experience with hyperscaler ecosystems (Microsoft, AWS, Google)
- Proven track record of owning and scaling partner-driven P&L with measurable financial outcomes
- Demonstrated ability to operate in large, matrixed, international organizations
- Deep understanding of AI, cloud, and platform-driven transformation models
- Executive presence with ability to influence at C-suite level internally and externally
- Strong commercial acumen, including deal structuring, incentives, and P&L ownership
- Strong analytical and operational rigor (pipeline governance, metrics, performance management)
- Experience embedding ecosystem models into industry-led GTM
- Bachelor’s required; MBA preferred
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Key Success Metrics
- Partner-driven revenue and margin performance (YoY growth)
- % of pipeline and bookings influenced by partners
- Execution of joint GTM plays and large deal wins
- Partner ROI and co-investment effectiveness
- Adoption of partner-led growth across IBUs
- Organizational maturity of the alliances function
Leadership Profile
- Entrepreneurial: Identifies and scales new partnership-led growth opportunities
- Commercially accountable: Owns outcomes across revenue, margin, and investment
- Strategic and execution-focused: Translates vision into scalable growth
- Transformational leader: Embeds new business models at scale
- Influential operator: Drives alignment across complex stakeholder environments
- Ecosystem builder: Creates long-term competitive advantage through partnerships
Workplace type:
Hybrid Working
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 70 countries. We also offer clients access to a robust ecosystem of innovation centers as well as established and start-up partners. NTT DATA is part of NTT Group, which invests over $3 billion each year in R&D.
Equal Opportunity Employer
NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Join our growing global team and accelerate your career with us. Apply today.
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NTT DATA recruiters will never ask job seekers or candidates for payment or banking information during the recruitment process, for any reason. Please remain vigilant of third parties who may attempt to impersonate NTT DATA recruiters whether in writing or by phone in order to deceptively obtain personal data or money from you. All email communications from an NTT DATA recruiter will come from an @nttdata.com email address. If you suspect any fraudulent activity, please contact us.
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