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# AI Go-to

- **Company:** NTT DATA Österreich GmbH
- **Location:** Austria (Remote available)
- **Experience:** Expert
- **Contract:** Permanent contract
- **Skills:** Artificial Intelligence, Cloud Computing, Generative AI, Data Management, Virtual Agents
- **Published:** August 6, 2026
- **Apply:** https://career5.successfactors.eu/careers?company=nttdatade&site=&career_ns=job_application&login_ns=register&career_job_req_id=22102

## About the Role

* 10+ years in enterprise, large-deal, strategic account, consulting, professional services, or technology transformation sales.
 * 5+ years selling or shaping AI, data, analytics, cloud, automation, managed services, or digital transformation.
 * 3+ years leading complex, multi-stakeholder pursuits, ideally exceeding $25 million.
 * Strong knowledge of enterprise AI, Generative AI, AI agents, data readiness, adoption, responsible AI, and business value.
 * Experience with business cases, pricing, negotiations, and value- or outcome-based commercial models.
 * Proven C-level engagement and strong commercial acumen across finance, legal, procurement, contracting, and delivery.
 * Fluency in German and English.
 * Bachelor's degree or equivalent experience.

Preferred Skills

 * Experience with sales governance, price-to-win, proposals, and executive deal reviews.
 * Relevant industry experience in financial services, insurance, manufacturing, automotive, healthcare, life sciences, or the public sector.
 * Familiarity with leading AI, cloud, data, and technology ecosystem partners.
 * Understanding of Generative AI, agentic AI, data platforms, cloud, automation, and AI-enabled managed services.
 * Strong executive presence, communication, negotiation, stakeholder management, resilience, and ownership.
 * Willingness to travel as required.

## Description

The Senior AI Large Deal Seller leads the origination, shaping, and closure of strategic AI transformation opportunities.

Working with account, industry, geography, consulting, engineering, delivery, finance, legal, pricing, and ecosystem teams, the role combines strong AI market knowledge, C-level engagement, large-deal leadership, and experience with value-based, outcome-based, gainshare, MVP-to-scale, and transformation funding models., * Lead strategic AI pursuits from opportunity development through negotiation and closure.

 * Create deal plans, win strategies, stakeholder maps, competitive positioning, business cases, and close plans.
 * Lead client discussions on AI-enabled value creation, automation, productivity, and measurable outcomes.
 * Structure outcome-based, value-sharing, gainshare, risk-sharing, and MVP-to-scale commercial models.
 * Coordinate multidisciplinary pursuit teams and ensure alignment across solution, delivery, pricing, governance, and risk.
 * Build trusted relationships with C-level executives and senior business, technology, finance, procurement, and operations stakeholders.
 * Collaborate with technology partners to strengthen propositions and routes to market.
 * Mentor junior sellers and develop reusable pursuit and commercial assets.
 * Ensure responsible AI, security, privacy, governance, compliance, and human oversight are embedded in opportunities.

Success Measures

 * Closed-won AI deals exceeding $25 million in total contract value.
 * Win rate and qualified AI pipeline generated or influenced.
 * Successful value-based, outcome-based, or risk-sharing commercial models.
 * Strong pursuit quality, executive alignment, forecast accuracy, margin performance, and team orchestration.


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