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Scope & Accountability

Position alliances as a primary driver of NTT DATA Europe’s growth and market competitiveness, representing a significant and growing share of NTT DATA Europe’s pipeline and bookings, with direct impact on NTT DATA Europe’s financial performance and growth trajectory.

Leads the alliances organization across Europe.

Owns the partner-driven P&L; for Europe, with full accountability for: Revenue delivery

Margin performance and improvement

Partner economics (incentives, co-funding, and investments)Accountable for partner-sourced and partner-influenced revenue streams, and playing a critical role in new logos / strategic deals.

Member of the European Growth / GTM leadership team, contributing to regional strategy, investment prioritization, Europe growth agenda, transformation programs, and performance management.

Key Responsibilities

Strategy & Growth Leadership

Drive impact through deep hyperscale and AI market expertise.

Define and execute a unified European partner strategy, aligned with NTT DATA’s growth, AI, and industry priorities.

Position the partner ecosystem (hyperscalers, ISVs, data/AI leaders) as a core pillar of NTT DATA Europe’s business model.

Build and scale a partner-led growth engine that drives: Pipeline generation

Revenue acceleration

Differentiated market positioning

Embed partnerships deeply into Industry strategies, co-developing: Industry-specific offerings and assets

Scalable, repeatable solutionsROI-driven value propositionssovereign partnershipsP&L; Ownership & Commercial Performance

Own and manage the full partner-driven P&L;, ensuring sustainable growth and profitability

Drive predictable performance across: Deal registration and incentives capture

Pipeline contribution and conversion

Revenue and margin

Partner ROI and investment efficiency

Establish disciplined operating governance, including: Forecasting and pipeline management

Deal qualification and conversion rigor

Performance scorecards across regions

Optimize partner economics: Incentives and co-investment models

Margin improvement

Repeatable offerings

Marketplace and multi-party deal structures

Translate strategic partnership commitments at global level into tangible European initiatives defining and tracking clear KPIs across sub-areas

Strategic Partner Management & Investment Authority

Own executive relationships with Microsoft, AWS, Google, and strategic ecosystem partners

Translate alliances into joint business plans (JBPs) with clear financial and capability targets

Exercise decision authority over: Partner selection and prioritization





Investment allocation and co-funding

Joint GTM focus and market plays

Lead negotiation of commercial frameworks, including IP, incentives, strategic alignment and roadmap integration

Ensure full enablement of internal teams (sales, delivery, industry, solutions ..) to maximize partner leverage

Cross-functional Leadership

Operate effectively in a federated European model, balancing local autonomy with regional consistency

Act as the central integrator across: Industry Business Units

Sales and account teams

Delivery and solution organizations

Marketing and global alliances

Co-own growth outcomes with Industry BUs, positioning alliances as a primary revenue lever

Drive a “partner-first” operating model across Europe.

Mobilize the sales organization around partner-led opportunities is a key differentiator for success in this role

Lead and develop a high-performing, pan-European alliances organization, ensuring talent readiness and succession

Develop enablement programmes (sales training, partner portal, internal partner-awareness) to institutionalize partner channel as a core growth lever.

Thought Leadership & Market Positioning

Represent NTT DATA as a senior leader in the European ecosystem landscape

Shape market positioning as an AI-first transformation partner through alliances

Anticipate and act on market shifts (AI platforms, ecosystem consolidation, sovereign cloud, marketplaces)Leverage partnerships to: Deliver lighthouse deals and flagship wins

Strengthen analyst positioning and competitive standing

Risk, Governance & Compliance

Own commercial and operational risk associated with partner-led business

Ensure compliance with alliance frameworks, contracting standards, and regulatory requirements

Govern strategic partnerships to protect NTT DATA’s financial performance and market reputational impact

Qualifications & Experience15+ years of leadership experience in alliances, ecosystem, or partner-led growth in IT services or consulting

Strong experience with hyperscaler ecosystems (Microsoft, AWS, Google)Proven track record of owning and scaling partner-driven P&L; with measurable financial outcomes

Demonstrated ability to operate in large, matrixed, international organizations

Deep understanding of AI, cloud, and platform-driven transformation models

Executive presence with ability to influence at C-suite level internally and externally

Strong commercial acumen, including deal structuring, incentives, and P&L; ownership

Strong analytical and operational rigor (pipeline governance, metrics,



performance management)Experience embedding ecosystem models into industry-led GTMBachelor’s required; MBA preferred

Key Success Metrics

Partner-driven revenue and margin performance (YoY growth)% of pipeline and bookings influenced by partners

Execution of joint GTM plays and large deal wins

Partner ROI and co-investment effectiveness

Adoption of partner-led growth across IBUsOrganizational maturity of the alliances function

Leadership Profile

Entrepreneurial: Identifies and scales new partnership-led growth opportunities

Commercially accountable: Owns outcomes across revenue, margin, and investment

Strategic and execution-focused: Translates vision into scalable growth

Transformational leader: Embeds new business models at scale

Influential operator: Drives alignment across complex stakeholder environments

Ecosystem builder: Creates long-term competitive advantage through partnerships

Workplace type: Hybrid Working

About NTT DATANTT 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 70 countries.

We also offer clients access to a robust ecosystem of innovation centers as well as established and start-up partners. NTT DATA is part of NTT Group, which invests over $3 billion each year in R&D.;

Equal Opportunity EmployerNTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity.

We are committed to providing an environment free of unfair discrimination and harassment.

We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category.

Join our growing global team and accelerate your career with us.

Apply today.

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Job Summary

Job number: R-147391Date posted: 2026-08-13Profession: Sales and Pre-Sales

Employment type: Tempo pieno

📌 Managing Director Alliances Europe (Italia)
🏢 Ntt Data
📍 Italia