Principal Sales Lead - Application Services

Req ID: 380043

Competitive salary | UK: hybrid work model: NTT DATA's London office + remote + client visits

At NTT DATA, we know that with the right people on board, anything is possible. The quality, integrity, and commitment of our employees are key factors in our company’s growth, market presence and our ability to help our clients stay a step ahead of the competition. By hiring the best people and helping them grow both professionally and personally, we ensure a bright future for NTT DATA and for the people who work here.

NTT DATA is currently looking for a Principal Sales Lead - Application Services for our growing team in the UK.

Role overview

You as the Principal Sales Lead - Application Services wins complex digital transformation deals by joining commercial strategy to technical delivery. You will lead competitive pursuits from first conversation to contract, shaping the solution, the commercial model and the story that persuades a client board to choose NTT DATA.

This is a hands-on role. You will write the executive summary, build the pricing logic and prototype the demo yourself, while orchestrating architects, delivery leads and partners across several concurrent accounts.

Key responsibilities

Pursuit leadership

• Lead request for information (RFI), request for proposal (RFP) and invitation to tender (ITT) responses from qualification through to orals and best and final offer.
• Set win themes, challenger positioning and the bid strategy, then hold every author to them.
• Own the response plan, clarification questions strategy and compliance against evaluation criteria.
• Run several concurrent pursuits of differing size and maturity without losing quality on any.

Solution and commercial shaping

• Shape solutions across Application development and maintenance (ADM), Application management services (AMS), legacy and mainframe modernisation, cloud migration, customer experience platforms and data.
• Build effort models, full time equivalent (FTE) capacity plans, T-shirt sizing and output-based pricing mechanics.
• Reconcile delivery estimates with negotiated price and protect margin through clear assumptions and risk positions.
• Design onshore, nearshore and offshore delivery blends that meet client constraints and NTT DATA targets.

Storytelling and demonstration

• Write executive summaries, proposal narratives and orals scripts in formal, client-ready English.
• Produce board-level slides, timelines, service flows and governance exhibits.
• Prototype working concepts, wireframes and AI agent demonstrations that let clients see the outcome before they buy it.

Client and partner engagement

• Build trusted relationships with chief information officers, chief procurement officers and transformation leaders.
• Co-sell with hyperscaler and software partners
• Contribute to account growth plans and the Europe go-to-market motion, identifying adjacent opportunities across accounts.

Experience & Knowledge

Essential

• At least 10 years in Application development Services, with (ideally) minimum 5-8 (or more) years in presales, bid leadership or business development at a systems integrator or consultancy.
• A track record of winning competitive, multi-year services contracts above £10 million Total Contract value.
• Working knowledge of at least three of these sectors: telecommunications, media and technology; energy and utilities; automotive and manufacturing; retail and leisure; sport; BFSI
• Hands-on experience of managed services commercial models, service levels, transition and transformation planning.

Desirable

• Experience building AI-enabled delivery propositions, including agentic operations and generative AI productivity models.
• Experience working across a global delivery network with German, Indian or Romania delivery centres.
• A degree in computing, engineering or business, or equivalent professional experience.

Skills and attributes

• Commercial and technical fluency. You move between a pricing model and an architecture diagram in the same conversation and are credible with both finance and engineering.
• Storyteller. You find the golden thread in a client problem and write it so an evaluation panel remembers it.
• Pattern recognition across sectors. You carry a solution that worked in energy into automotive or retail and adapt it with confidence.
• Builder mindset. You use modern tools, including AI assistants, to produce prototypes, models and documents rather than waiting for others to do so.
• Composure under deadline. You keep several bids moving, make clear decisions with incomplete information and protect quality on submission day.
• Curiosity and longevity. You stay current with new technology and keep the energy for the work after many years in the industry.
• Influence without authority. You gain commitment from delivery, legal, finance and partner teams who do not report to you.

Work model

Hybrid work model: combination of office-based work out of our NTT DATA office in London + remote work + client visits in the UK.

Benefits

Our people are the most critical component of our long-term success and their health and wellbeing are our priority. You will enjoy a comprehensive, locally competitive benefits package.

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, https://us.nttdata.com/en/contact-us.

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