Senior Director, Alliance Mgt Commercialization

Req ID: 389165

NTT DATA strives 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.

We are currently seeking a Senior Director, Alliance Mgt Commercialization to join our team in Plano, Texas (US-TX), United States (US).

• Position Overview

  The Senior Director, Partner Strategy & Solutions leads the commercialization of partner-enabled industry solutions, converting validated technical capabilities and solution concepts into differentiated, repeatable offers that sellers and partners can take to market. The role is accountable for ensuring that solutions emerging from NTT DATA Practices and partner development teams are packaged around a clear buyer problem, compelling business value, defensible differentiation, practical qualification criteria, and a coordinated launch motion.

  This leader operates across business units, Practices, Marketing, Partner Sales, Partner Execution, sales enablement, delivery, industry teams, and strategic technology partners. The role brings deep product commercialization, go-to-market, launch, and seller-enablement experience while working across the full solution lifecycle from initial problem intake through post-launch refinement.

  As part of the Strategy & Solutions team, the Senior Director shares responsibility for customer-problem discovery, solution ideation, capability and gap assessment, business-case validation, development handoffs, commercialization, enablement, and launch. The role provides the deepest commercialization capability on assigned initiatives: defining the offer, packaging the story and assets, preparing the field, coordinating launch readiness, and using market feedback to improve adoption and scale.

  This is not an account-sales, partner-relationship-management, marketing-campaign ownership, or technology-development role. The Senior Director works with the organizations that own those activities and ensures that approved solutions arrive in the market as coherent, usable, commercially credible offers rather than as collections of technical assets.

  Key Responsibilities

  Market and buyer definition

  • Work with business units, industry leaders, Partner Sales, Practices, partners, and client-facing teams to sharpen the target customer problem, buyer personas, buying triggers, use cases, target-account characteristics, and market context for assigned solutions.
  • Validate that the offer is anchored in customer demand and a specific business outcome rather than in technology features alone.
  • Translate solution capabilities into a differentiated market proposition that is relevant to executive buyers, business stakeholders, technical evaluators, and seller audiences.
  • Identify competitive alternatives, substitute approaches, proof requirements, and messaging risks that affect positioning and launch readiness.

  Offer commercialization and packaging

  • Lead development of complete partner-ready offer packages for assigned solutions, including offer narrative, customer problem, target buyer, use cases, business outcomes, NTT DATA value proposition, partner role, differentiation, delivery approach, proof points, qualification criteria, and target-account guidance.
  • Convert complex technical and service components into a coherent offer architecture that sellers and clients can understand without losing accuracy or credibility.
  • Coordinate development of seller-facing and client-facing assets such as solution briefs, pitch narratives, sales plays, discovery questions, qualification guides, talk tracks, executive messaging, use-case stories, objection handling, and supporting proof points.
  • Work with Practice, delivery, finance, commercial, and partner stakeholders to incorporate appropriate commercial-model, pricing, investment, marketplace, or funding inputs without assuming ownership for functions that sit elsewhere.
  • Ensure every asset communicates a consistent value proposition, partner story, differentiation, scope, maturity level, and call to action.

  Go-to-market and launch planning

  • Develop the integrated launch plan for approved offers, including readiness criteria, target audiences, seller and partner activation, enablement, marketing dependencies, communications, target-account priorities, launch milestones, and feedback mechanisms.
  • Coordinate across Marketing, Partner Sales, Partner Execution, business units, Practices, partner field organizations, and other contributors so launch activities are sequenced and mutually reinforcing.
  • Establish launch-readiness gates and prevent premature activation when the offer, proof points, delivery model, enablement, partner alignment, or field support are insufficient.
  • Define what must be true for an offer to move from pilot or initial launch to broader scale, including evidence thresholds, seller adoption, customer response, delivery confidence, and commercial traction.
  • Support early launch execution and ensure lessons from sellers, partners, pursuits, and clients are converted quickly into revisions to the offer and activation approach.

  Seller and partner enablement

  • Design enablement that equips Partner Sales Leaders and BU/Practice Sellers to recognize the opportunity, identify the right buyer, lead an effective first conversation, qualify fit, articulate business value, position NTT DATA and partner differentiation, and engage the correct specialists.
  • Lead or coordinate seller-enablement sessions, launch briefings, office hours, playbook rollouts, and reinforcement mechanisms for assigned offers.
  • Ensure sellers understand the AI and agentic components of approved solutions, including the customer value, practical use cases, qualification criteria, deployment considerations, and boundaries of what the offer can credibly promise.
  • Create feedback loops with Partner Sales, business-unit sellers, partners, and early pursuits to identify where messaging, qualification, assets, solution scope, or enablement need improvement.
  • Measure adoption of offer assets and enablement and recommend changes based on field usage and commercial outcomes.

  Cross-functional solution execution and governance

  • Serve as the named Solution Development Lead for selected initiatives and contribute commercialization expertise from intake and ideation through development, ensuring marketability is considered before build decisions are locked.
  • Work with technical solution leaders and Practices during development so requirements for proof points, buyer relevance, packaging, repeatability, and seller usability are addressed before launch.
  • Convene and align contributors across business units, Practices, partners, Marketing, sales, delivery, Partner Sales, and Partner Execution around decisions, deliverables, owners, deadlines, and launch outcomes.
  • Prepare or contribute to governance decisions concerning offer readiness, investment, launch timing, scale, correction, and retirement.
  • Recommend holding, revising, or retiring solutions that cannot be converted into a differentiated, sellable, deliverable, and repeatable market offer.

  AI-enabled commercialization capability

  • Maintain sufficient fluency in AI, generative AI, and agentic solutions to translate technical capabilities into accurate customer value propositions, seller narratives, use cases, and qualification guidance.
  • Use large language models and generative-AI tools extensively to accelerate market research, competitive synthesis, offer development, messaging iteration, enablement content, launch planning, and feedback analysis while applying strong editorial and factual judgment.
  • Partner with technical specialists to ensure external and seller-facing descriptions of AI and agentic capabilities accurately reflect architecture, maturity, governance, security, and deployment realities.

  Key Interfaces

  • Managing Director, Strategy & Solutions
  • Strategy & Solutions team members and Solution Development Leads
  • Partner Sales Leaders
  • Partner Execution
  • Business-unit leaders and BU/Practice Sellers
  • Industry, practice, solution, delivery, architecture, engineering, and product leaders
  • Marketing and sales-enablement teams
  • Strategic technology-partner product, technical, sales, and go-to-market teams
  • Global partner and solution stakeholders
  • Steering-committee and executive-governance participants

  Success Measures

  • Quality, clarity, differentiation, and completeness of partner-ready offer packages
  • Speed and effectiveness with which validated solutions move from development into launch readiness
  • Seller and Partner Sales adoption of offer messaging, qualification guidance, assets, and enablement
  • Quality and execution of launch plans across business units, Practices, partners, Marketing, and sales channels
  • Qualified sales connects, target-account engagement, pipeline, and early commercial traction associated with launched offers
  • Production deployments, customer proof points, and referenceable outcomes that strengthen repeatability
  • Field feedback incorporated into timely offer, messaging, enablement, or targeting improvements
  • Disciplined scale, correction, or retirement decisions based on market adoption and commercial evidence

  The role does not own a direct sales quota, account opportunity ownership, partner-sales execution, partner-relationship ownership, marketing campaign execution, underlying technology development, delivery execution, deal-registration processing, or Salesforce opportunity ownership.

  Required Qualifications

  • Significant experience commercializing and launching technology, digital, AI-enabled, services, or industry solutions in enterprise markets.
  • Demonstrated success taking complex products, platforms, services, or solutions from development or validation through packaging, go-to-market preparation, seller enablement, launch, adoption, and scale.
  • Deep experience in product commercialization, offer management, product marketing, solution marketing, go-to-market strategy and execution, sales enablement, launch management, or a closely related field.
  • Strong understanding of enterprise buying motions, buyer personas, value propositions, competitive differentiation, sales plays, qualification, target-account strategy, partner co-sell motions, and field adoption.
  • Working knowledge of AI, generative AI, automation, and agentic technologies sufficient to explain business value accurately, collaborate with technical experts, and translate complex capabilities into market-facing propositions.
  • Hands-on proficiency using leading large language models and generative-AI tools for market research, synthesis, messaging development, content creation, prompt design, competitive analysis, enablement development, and quality validation.
  • Proven ability to lead complex cross-functional launches across product or solution teams, sales, marketing, delivery, partners, and executive stakeholders without direct authority over all contributors.
  • Strong commercial judgment and the ability to distinguish an interesting capability from a differentiated, repeatable, sellable, and deliverable offer.
  • Excellent executive communication, positioning, storytelling, facilitation, and written-content skills.
  • Experience in technology services and strategic technology-partner ecosystems strongly preferred.
  • Bachelor’s degree required; advanced degree or relevant product, marketing, business, or technology credentials preferred.

  Core Competencies

  • Product commercialization
  • Offer packaging and positioning
  • Go-to-market and launch leadership
  • Seller enablement
  • Commercial judgment
  • AI literacy and applied LLM fluency
  • Buyer and market orientation
  • Cross-functional influence
  • Executive communication and storytelling
  • Field-feedback synthesis

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 50 countries. We also offer clients access to a robust ecosystem of innovation centers as well as established and start-up partners. NTT DATA is a part of NTT Group, which invests over $3 billion each year in R&D.

Whenever possible, we hire locally to NTT DATA offices or client sites. This ensures we can provide timely and effective support tailored to each client’s needs. While many positions offer remote or hybrid work options, these arrangements are subject to change based on client requirements. For employees near an NTT DATA office or client site, in-office attendance may be required for meetings or events, depending on business needs. At NTT DATA, we are committed to staying flexible and meeting the evolving needs of both our clients and employees. NTT DATA recruiters will never ask for payment or banking information and will only use @nttdata.com, @nttdatafed.com and @talent.nttdataservices.com email addresses. If you are requested to provide payment or disclose banking information, please submit a contact us form, 

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