Managing Director - Application Modernization, Enterprise Pursuits

The Managing Director, Application Modernization Enterprise Pursuits is a senior sales leadership role responsible for accelerating growth across North America’s most strategic Application Modernization and AI-led transformation opportunities.

While this is a Managing Director-level position, it is fundamentally a client-facing individual contributor role. Success will be measured by the ability to shape, influence, and win large transformation deals-not by the size of an organization managed.

This leader will serve as NTT DATA’s executive modernization specialist, partnering closely with Account Teams, Industry Leaders, Solution Architects, Alliance Partners, and Executive Leadership to position and sell complex modernization programs to large enterprise clients. The individual will be embedded in strategic pursuits, helping customers define their modernization vision while crafting compelling business and technology transformation strategies.

The ideal candidate combines deep expertise in Application Modernization, Cloud, and AI with a proven track record of selling large-scale transformation programs and influencing C-level decision makers.

What You Will Be Doing

In this role, you will serve as a senior individual contributor responsible for driving Application Modernization sales within NTT DATA’s largest and most strategic pursuits.

You will:

Lead Large Enterprise Pursuits

• Act as a senior pursuit leader and subject matter expert for Application Modernization and AI-led transformation opportunities.
• Partner with account teams to identify, qualify, shape, and win strategic deals.
• Personally engage with CIOs, CTOs, CDOs, CFOs, and other executive stakeholders to position transformation programs and modernization roadmaps.
• Increase win rates and deal value through executive engagement, industry insight, and modernization expertise.

Shape Solution Constructs

• Collaborate with solution architects, delivery leaders, and alliance partners to develop compelling modernization strategies and solution constructs.
• Help clients envision future-state architectures, cloud-native operating models, application portfolio transformations, and AI-enabled modernization initiatives.
• Influence commercial strategies and business cases that align customer outcomes with NTT DATA capabilities.

Drive Application Modernization Growth

• Champion NTT DATA’s Application Modernization, Cloud, and AI value propositions across target accounts and strategic pursuits.
• Create and deliver executive-level presentations, workshops, and modernization assessments.
• Identify opportunities to expand modernization, cloud transformation, platform engineering, and AI adoption within existing and prospective customer environments.

Lead Through Influence

• Operate as a senior leader and role model without direct people-management responsibilities.
• Influence cross-functional teams and executive stakeholders through expertise, credibility, and results.

What Success Looks Like

Within the first 12 months, this leader will:

• Be actively involved in the company’s largest modernization and AI transformation pursuits.
• Increase modernization pipeline, win rates, and deal sizes across North America.
• Help shape and close transformational deals involving Application Modernization, Cloud Migration, Platform Engineering, and AI-enabled transformation.

• 15+ years of enterprise technology sales experience with a significant focus on Application Modernization, Application Services, Cloud Transformation, or Digital Engineering.
• Proven success selling and shaping large-scale transformation deals valued at $30M+ TCV.
• Extensive experience presenting modernization strategies to CIO, CTO, COO, CFO, and executive leadership teams.
• Deep knowledge of legacy modernization, cloud-native transformation, application portfolio rationalization, platform engineering, and AI-enabled modernization.
• Demonstrated success working within large, matrixed organizations and influencing cross-functional teams without direct authority.

Ideal Background

• Former Application Modernization sales leader, transformation seller, or enterprise pursuit leader.
• Experience collaborating with hyperscalers and strategic partners, including AWS, Microsoft Azure, Google Cloud, and relevant software ecosystems.
• Strong understanding of commercial models, value realization, business case development, and large-deal solution shaping.
• Proven ability to translate complex technology strategies into compelling business outcomes.

Key Traits for Success

• Executive presence with the ability to influence C-suite buyers.
• Hunter mentality with a passion for pursuing and winning transformational business.
• Strong storyteller capable of articulating modernization and AI strategies in business terms.
• Collaborative leader who succeeds through influence rather than organizational authority.
• Commercially driven and comfortable operating in ambiguous, high-profile pursuits.
• Thought leader in Application Modernization, Cloud Transformation, and AI.

NTT DATA provides a reasonable range of compensation for specific roles. The starting pay range for this role is $185,000 - $315,000 per year. This range reflects the minimum and maximum target compensation for the position across all US locations. Actual compensation will depend on a number of factors, including the candidate’s actual work location, relevant experience, technical skills, and other qualifications. This position may also be eligible for incentive compensation based on individual and/or company performance.

This position is eligible for company benefits including medical, dental, and vision insurance with an employer contribution, flexible spending or health savings account, life and AD&D insurance, short and long term disability coverage, paid time off, employee assistance, participation in a 401k program with company match, and additional voluntary or legally-required benefits.

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.