Make an impact with NTT DATA
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Your day at NTT DATA

Role Overview:

The Senior Principal Cloud Sales Specialist, also referred to as the Deal Maker, is a transformative leader responsible for driving the full sales lifecycle of large-scale cloud deals. This individual builds strong relationships with C-suite executives, collaborates with technical teams, and orchestrates high-value, complex deals to propel business transformation.

Key Responsibilities

The role involves crafting innovative solutions, negotiating, and closing transformational cloud projects. The Cloud Partner works closely with hyperscalers like AWS, Azure, and Google Cloud and leverages managed services to drive client modernization. Responsibilities include exceeding sales targets, leading client-facing teams, maintaining clear forecasts, and shaping market-leading proposals.

Skills and Expertise

Candidates must exhibit exceptional communication and negotiation skills, strategic thinking, and leadership abilities. Relationship-building and resilience are essential, as are the capacity to navigate C-level conversations and deliver impactful cloud-based solutions. A commitment to achieving client satisfaction and internal accountability is crucial.

Technical Mastery

The role demands deep expertise in cloud platforms (AWS, Azure, Google Cloud), application modernization, and hybrid cloud solutions. Familiarity with cloud security, compliance, and risk management is necessary, alongside financial acumen to design margin-rich, value-driven proposals.

Experience Requirements

Candidates should have 10–15 years of proven success in cloud sales, enterprise technology deals, and managed services, with a focus on the DACH region. They should demonstrate the ability to close multi-million-dollar projects, engage at the executive level, and adapt to varied industries, such as manufacturing, finance, and telecom.

What you'll be doing

Roles & Responsibilities

• Sales Execution: Drive the entire sales lifecycle for cloud-managed services, including identifying opportunities, qualifying leads, developing proposals, and closing large-scale deals.
• Strategic Engagement: Build and maintain trusted relationships with C-level executives (CIOs, CEOs, and other decision-makers) to position NTT’s cloud and managed services as a business enabler.
• Solution Design Leadership: Collaborate with solution architects, portfolio teams, and delivery units to create tailored cloud transformation proposals that align with client objectives and industry-specific challenges.
• Revenue & Margin Growth: Achieve and exceed assigned sales targets (bookings, ACV, and margin) by proactively identifying new opportunities and driving upsell/cross-sell initiatives.
• Deal Structuring & Negotiation: Lead complex deal structuring, ensuring innovative commercial solutions and risk mitigations while maintaining profitability.
• Client Advocacy: Act as the voice of the customer within NTT, ensuring client needs are met while promoting long-term, value-driven relationships.
• Collaboration with Partners: Work closely with hyperscalers (AWS, Microsoft Azure, Google Cloud), ISVs, and ecosystem partners to jointly deliver client success.
• Market and Competitive Intelligence: Stay updated on market trends, competitor solutions, and emerging cloud technologies to drive differentiation and thought leadership.
• Sales Enablement: Provide guidance and coaching to internal sales teams on cloud solutions, helping them identify opportunities and drive pipeline growth.
• Forecasting and Reporting: Maintain accurate sales forecasts, pipeline status, and progress updates for senior management, ensuring transparency and accountability.

Soft Skills

• Strategic Communication: Exceptional ability to engage and influence C-level executives, translating complex cloud solutions into business value.
• Negotiation and Persuasion: Proven expertise in negotiating and closing large-scale, transformational deals.
• Leadership and Collaboration: Strong capability to work across global, cross-functional teams in a matrixed organization.
• Relationship Management: Building and sustaining long-term client and partner relationships as a trusted advisor.
• Persistence and Resilience: Tenacity to pursue deals and overcome challenges in competitive sales environments.
• Strategic Thinking: Aligning technology solutions with clients' broader business objectives and innovation goals.

Technical Skills

• Cloud Platforms: Expertise in AWS, Azure, Google Cloud, and SAP.
• Managed Services: Proficiency in platform-based services, application modernization, and multi-cloud solutions.
• Sales Cycle Mastery: Full-cycle experience from opportunity identification to closure, including proposals and financial structuring.
• Solution Design: Strong ability to translate business requirements into technical solutions.
• Security Solutions: Knowledge of cloud security frameworks, compliance, and risk mitigation strategies.
• Financial Acumen: Skilled in creating innovative deal structures that maximize margin and client value.

Experience Levels

• Years of Experience: 10-15 years in cloud sales, enterprise sales, or managed services, with a focus on large-scale transformational deals.
• Industry Focus: Experience in industries such as manufacturing, finance, telco, and enterprise verticals.
• Seniority: Proven ability to engage at the CxO / N-1 level and manage executive relationships.

Geographical Exposure

• Deep experience in the DACH region (Germany, Austria, Switzerland), with additional global exposure preferred.
• B2 or higher German language skills

Workplace type:

Remote Working

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
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.