Managing Director Alliances Europe

Make an impact with NTT DATAJoin 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 & AccountabilityPosition 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 deliveryMargin performance and improvementPartner 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 ResponsibilitiesStrategy & Growth LeadershipDrive 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 generationRevenue accelerationDifferentiated market positioningEmbed partnerships deeply into Industry strategies, co-developing:Industry-specific offerings and assetsScalable, repeatable solutionsROI-driven value propositionssovereign partnershipsP&L Ownership & Commercial PerformanceOwn and manage the full partner-driven P&L, ensuring sustainable growth and profitabilityDrive predictable performance across:Deal registration and incentives capturePipeline contribution and conversionRevenue and marginPartner ROI and investment efficiencyEstablish disciplined operating governance, including:Forecasting and pipeline managementDeal qualification and conversion rigorPerformance scorecards across regionsOptimize partner economics:Incentives and co-investment modelsMargin improvementRepeatable offeringsMarketplace and multi-party deal structuresTranslate strategic partnership commitments at global level into tangible European initiatives defining and tracking clear KPIs across sub-areasStrategic Partner Management & Investment AuthorityOwn executive relationships with Microsoft, AWS, Google, and strategic ecosystem partnersTranslate alliances into joint business plans (JBPs) with clear financial and capability targetsExercise decision authority over:Partner selection and prioritizationInvestment allocation and co-fundingJoint GTM focus and market playsLead negotiation of commercial frameworks, including IP, incentives, strategic alignment and roadmap integrationEnsure full enablement of internal teams (sales, delivery, industry, solutions ..) to maximize partner leverageCross-functional LeadershipOperate effectively in a federated European model, balancing local autonomy with regional consistencyAct as the central integrator across:Industry Business UnitsSales and account teamsDelivery and solution organizationsMarketing and global alliancesCo-own growth outcomes with Industry BUs, positioning alliances as a primary revenue leverDrive a “partner-first” operating model across Europe. Mobilize the sales organization around partner-led opportunities is a key differentiator for success in this roleLead and develop a high-performing, pan-European alliances organization, ensuring talent readiness and successionDevelop enablement programmes (sales training, partner portal, internal partner-awareness) to institutionalize partner channel as a core growth lever.Thought Leadership & Market PositioningRepresent NTT DATA as a senior leader in the European ecosystem landscapeShape market positioning as an AI-first transformation partner through alliancesAnticipate and act on market shifts (AI platforms, ecosystem consolidation, sovereign cloud, marketplaces)Leverage partnerships to:Deliver lighthouse deals and flagship winsStrengthen analyst positioning and competitive standingRisk, Governance & ComplianceOwn commercial and operational risk associated with partner-led businessEnsure compliance with alliance frameworks, contracting standards, and regulatory requirementsGovern strategic partnerships to protect NTT DATA’s financial performance and market reputational impactQualifications & Experience15+ years of leadership experience in alliances, ecosystem, or partner-led growth in IT services or consultingStrong experience with hyperscaler ecosystems (Microsoft, AWS, Google)Proven track record of owning and scaling partner-driven P&L with measurable financial outcomesDemonstrated ability to operate in large, matrixed, international organizationsDeep understanding of AI, cloud, and platform-driven transformation modelsExecutive presence with ability to influence at C-suite level internally and externallyStrong commercial acumen, including deal structuring, incentives, and P&L ownershipStrong analytical and operational rigor (pipeline governance, metrics, performance management)Experience embedding ecosystem models into industry-led GTMBachelor’s required; MBA preferredKey Success MetricsPartner-driven revenue and margin performance (YoY growth)% of pipeline and bookings influenced by partnersExecution of joint GTM plays and large deal winsPartner ROI and co-investment effectivenessAdoption of partner-led growth across IBUsOrganizational maturity of the alliances functionLeadership ProfileEntrepreneurial: Identifies and scales new partnership-led growth opportunitiesCommercially accountable: Owns outcomes across revenue, margin, and investmentStrategic and execution-focused: Translates vision into scalable growthTransformational leader: Embeds new business models at scaleInfluential operator: Drives alignment across complex stakeholder environmentsEcosystem builder: Creates long-term competitive advantage through partnershipsWorkplace type: Hybrid WorkingAbout NTT DATANTT 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 EmployerNTT 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.Third parties fraudulently posing as NTT DATA recruitersNTT 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.Job SummaryJob number: R-147391Date posted : 2026-08-13Profession: Sales and Pre-SalesEmployment type: Full time