Client Executive - Banking Group (Global)

Role Purpose

The Client Executive (CE) will have overall responsibility for developing and growing NTT DATA’s strategic relationship with Banking  Group globally.

This is not primarily an infrastructure sales role. The CE is expected to engage Banking ’s senior business and technology leadership, understand the bank’s strategic priorities, and translate those priorities into high-value transformation opportunities for NTT DATA.

The role will place particular emphasis on:

• Strategic and technology advisory

• Data, Analytics & Artificial Intelligence

• Generative AI and Agentic AI

• Cloud and cloud-native transformation

• Application and digital modernization

• Automation and intelligent operations

• Cybersecurity and resilience where relevant to transformation

• Business and technology transformation

A separate Client Manager will support the account for core infrastructure solutions and services, allowing the CE to concentrate on executive engagement, strategic opportunities and higher-value solutions.

The CE should ultimately position NTT DATA not simply as an IT service provider to Banking , but as a strategic transformation partner.

Key Responsibilities

1. Own the Banking Group Relationship Globally

• Act as the senior commercial leader for the Banking relationship across the Group and its major markets.

• Develop trusted relationships with senior Banking executives across business and technology.

• Build relationships beyond traditional IT procurement and infrastructure stakeholders.

• Establish access to C-level and C-1 executives, including technology, digital, data, operations and relevant business leadership.

• Understand Banking ’s strategic agenda, investment priorities and transformation roadmap.

• Coordinate NTT DATA’s engagement with Banking  across countries and business entities.

• Maintain an integrated global account strategy and stakeholder map.

2. Create Strategic Demand

A critical measure of success is the CE’s ability to create opportunities before they become formal RFPs.

• Identify business and technology challenges that NTT DATA can help solve.

• Develop transformation propositions jointly with NTT DATA consulting and technology specialists.

• Bring relevant global banking perspectives, benchmarks and innovation to Banking .

• Facilitate executive workshops and strategic discussions.

• Shape transformation programs at an early stage.

• Build business cases and value propositions together with solution teams.

• Convert strategic conversations into qualified opportunities and ultimately revenue.

• The CE should actively move the relationship from responding to RFPs, to shaping opportunities, to co-creating transformation agendas.

3. Drive Data & AI Opportunities

Data and AI should be one of the CE’s principal growth areas. The CE should work with NTT DATA’s global Data & AI capabilities to identify opportunities such as:

• Enterprise AI strategy and operating models

• Generative AI and Agentic AI

• Enterprise data platforms

• Data modernization

• AI-enabled customer experience

• AI-enabled banking operations

• Intelligent automation

• Fraud and financial crime analytics

• Risk and credit analytics

• AI-enabled software engineering

• AI governance, responsible AI and model governance

• Enterprise knowledge and productivity solutions

• The CE does not need to be the technical architect but must have sufficient understanding to engage credibly with senior banking executives and connect their business priorities to NTT DATA capabilities.

4. Develop Cloud & Modernization Opportunities

Identify and develop strategic opportunities around:

• Cloud strategy and transformation

• Hybrid and multi-cloud architecture

• Cloud migration and modernization

• Application modernization

• Cloud-native development

• Platform engineering

• DevSecOps

• FinOps

• Cloud operating models

• Resilience and regulatory requirements for financial services

• The CE should be capable of positioning cloud as part of a broader business and technology transformation agenda, rather than simply infrastructure migration.

5. Lead Advisory-Led Engagement

Use NTT DATA’s consulting and advisory capabilities to open strategic conversations. Potential engagements may include:

• Technology strategy

• AI and Data strategy

• Cloud strategy

• Digital banking transformation

• Enterprise architecture

• Operating model transformation

• Cost optimization

• Technology modernization

• Customer experience transformation

• Banking operations transformation

The objective is to establish NTT DATA earlier in Banking ’s decision-making process and create downstream implementation and managed-service opportunities.

6. Orchestrate the Full NTT DATA Organization

The CE acts as the account orchestrator and should mobilize capabilities from across NTT DATA, including:

• Consulting

• Data & AI

• Cloud

• Applications

• Digital

• Cybersecurity

• Infrastructure

• Managed Services

• Global Delivery

• Industry and banking specialists

• Strategic technology partners

The CE should know when to bring the right experts into the client conversation, rather than attempting to sell every solution personally.

7. Build a Multi-Year Account Growth Plan

Develop and execute a 3–5 year Banking  account strategy covering:

• Client strategic priorities

• Executive stakeholder strategy

• Competitive positioning

• NTT DATA installed base

• White-space opportunities

• Data & AI opportunity roadmap

• Cloud opportunity roadmap

• Advisory-led opportunities

• Major transformation pursuits

• Infrastructure opportunities

• Partner ecosystem strategy

• Revenue and pipeline targets

• Relationship development plan

• The CE should establish a clear pathway for materially increasing NTT DATA’s share of wallet within Banking  Group.

Candidate Profile

We are looking for an experienced enterprise technology sales leader who combines banking knowledge, executive presence and strong commercial instincts.

The ideal candidate will have:

• Significant experience managing major banking or financial-services accounts.

• A strong network within the banking industry, ideally including relationships within Banking  or comparable regional/global banks.

• Demonstrated success selling large, complex IT services and transformation programs.

• Experience selling consulting or advisory-led engagements.

• Strong understanding of Data & AI and emerging AI technologies.

• Good understanding of enterprise Cloud transformation.

• Experience navigating complex, multi-country organizations.

• Strong executive communication and stakeholder-management skills.

• Ability to orchestrate global solution, consulting and delivery teams.

• Strong commercial and negotiation capabilities.

• Track record of building significant pipeline and converting strategic opportunities into major deals.

What We Are Not Looking For

This distinction is important when selecting candidates. We are not looking primarily for a traditional infrastructure salesperson or an account manager who depends on RFPs and procurement relationships.

The successful CE should be comfortable discussing: Banking ’s business strategy -> Banking transformation -> Technology strategy -> AI/Data/Cloud -> NTT DATA capabilities -> Business outcomes.

Rather than simply: Product -> Price -> Proposal -> RFP.

Key Measures of Success

Commercial

• Revenue growth

• Gross profit growth

• Qualified pipeline creation

• Pipeline coverage

• New bookings / TCV

• Growth in Data & AI, Cloud, advisory and transformation revenue

• Share-of-wallet expansion

• Strategic

• Number and quality of C-level/C-1 relationships

• Access to strategic Banking  initiatives before procurement

• Number of NTT DATA-originated opportunities

• Executive workshops and advisory engagements created

• Expansion into new Banking  business units and geographies

• Positioning of NTT DATA as a strategic transformation partner