Area Sales Director-Public Sector/SLED

About this role

Continue to make an impact with a company that is pushing the boundaries of what is possible. At NTT DATA, we are renowned for our technical excellence, leading innovations, and making a difference for our clients and society. Our workplace embraces diversity and inclusion – it’s a place where you can continue to grow, belong, and thrive.

Your career here is about believing in yourself and seizing new opportunities and challenges. It’s about expanding your skills and expertise in your current role and preparing yourself for future advancements. That’s why we encourage you to take every opportunity to further your career within our great global team.

Your day at NTT DATA The Area Sales Director is a strategic GTM sales leadership role responsible for guiding sales managers and driving consistent performance across their teams. This position oversees a group of client and senior client managers who are quota-bearing, with a specific focus on the Public Sector vertical, including federal, state, and local government, as well as education and other public institutions.

This leader plays a critical role in aligning sales execution with the unique needs and regulatory requirements of public sector clients, ensuring that go-to-market strategies are tailored to address the challenges and opportunities within this space.

While direct interaction with buyers is limited, when it does occur, it is typically at the executive level and involves strategic discussions that influence long-term partnerships and solution alignment.

The Area Sales Director is accountable for leading and managing the sales organization within their assigned geography, ensuring flawless execution of sales initiatives, programs, and activities. They are also responsible for fostering a collaborative, innovative, and compliant team culture that emphasizes operational excellence and public sector expertise.

***Candidates located in Major US Cities preferred***

In this role you will:

• Works with the Sales Executive and decision makers to assist with the development of a sales strategy that will deliver the strategic objectives as outlined in the global and regional organizational strategy.

• Defines the way the sales force will approach the market and to determine the targets that the sales force should achieve and strive to exceed.

• Drives a sales culture by sharing best practices, developing and sustaining cross functional relationships and filtering information downwards

• Provides input into sales policies and procedures, ensuring implementation and continuous improvement to drive business results.

• Drives the alignment to the sales and organizational strategies and ensures the execution of these strategies by implementing the relevant operational plans.

• Responsible for the management of the team, setting and managing budgets, creating and executing on plans and reporting on the team activities in the required forums.

• Engages with vendors and partners to develop and execute go-to-market strategies to be implemented by sales teams.

• Takes responsibility for closing the gap between buyer expectations and current-state sales models, engagement models and integration methods.

• Executes the sales strategy by making decisions that influence people, process and technology.

• Measures progress against objectives and ensure that the appropriate level of effort is applied across the sales team to handle the client’s reality.

• Coordinates sales activities across the geography to ensure that a consistent go-to-market approach is followed and that all clients are approached in a planned and coordinated way.

• Acts as a critical link between sales strategy and execution in the field and ensures that the end-state vision as determined by the executive team is achieved, whilst balancing buyer expectations.

• Sets sales targets and goals whilst making it easier for clients to buy, listening to client concerns, collecting reality-based evidence and enforcing standardized but flexible processes and methods across their teams.

• Develops and maintains strategic relationships with internal and external partners to the benefit of their clients.

• Lead and manage client and senior client managers and quota-bearing teams with a focus on driving consistent performance and strategic execution across the Public Sector, including federal, state, and local government markets.

• Provide executive-level leadership and strategic oversight, ensuring alignment of go-to-market initiatives with public sector priorities, compliance requirements, and long-term client partnerships.

• Foster a collaborative, innovative, and high-performing sales culture, while ensuring operational excellence and flawless execution of sales programs tailored to the unique needs of public sector clients.

Knowledge and Attributes:

• Sales business acumen. The skills supporting successful selling through organizational and business outcome mindset. Success will require focusing on planning, leveraging tools and data, and concentrating on company business requirements. Developing the skills to understand your client’s business (including commercial and financial aspects) in order to bring value to them from the company's portfolio of services.

• Sales client engagement and management. The skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations. Developing the skills required to know the client, building effective and lasting relationships with them and to be seen as a trusted advisor.

• Sales solution skills. The knowledge of the company's offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales te

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