Managing Director Alliances Europe

Scope & Accountability

Position alliances as a primary driver of NTT DATA Europes growth and market competitiveness representing a significant and growing share of NTT DATA Europes pipeline and bookings with direct impact on NTT DATA Europes 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 DATAs growth AI and industry priorities.
• Position the partner ecosystem (hyperscalers ISVs data/AI leaders) as a core pillar of NTT DATA Europes 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

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 DATAs 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
• Bachelors required; MBA preferred

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