NTT DATA’s Manufacturing practice leverages deep industry expertise to provide insights, solutions, and outcomes that help manufacturing customers succeed across their value chain. We work with customers to reduce IT complexity, integrate business strategy with enabling technologies, optimize processes, and identify the right digital solutions to deliver operational excellence, business growth, innovation, and superior customer experience.

In this role, the candidate will be responsible for acquiring new Manufacturing clients as well as growing business within existing accounts. The candidate will position themselves as a trusted business partner within the customer’s senior executive suite, operating across the enterprise and focusing on strengthening existing engagements while building new opportunities to deliver value-added business outcomes.

The ideal candidate will have experience working as a senior Client Partner / Client Executive with deep, executive-level relationships in the Manufacturing industry. Experience in managing or being a core part of complex transformation programs and initiatives will be a significant advantage. The candidate should be able to leverage manufacturing industry expertise and market knowledge to provide insights, solutions, and outcomes that enable clients to improve productivity, efficiency, resilience, and competitiveness.

This individual will work with a matrixed team comprising functional and technical subject matter experts across Applications, Business Consulting, BPO, Digital, Infrastructure, Cloud & Security, Data & Analytics, and AI. The role requires integrating business strategy with enabling technologies and process optimization to deliver targeted business outcomes for Manufacturing clients.

Responsibilities

• Responsible for Order Booking, including Annual Contract Value / Total Contract Value, Booking Gross Profit, Revenue, payment collections, and effective profitability management across multiple deal structures within the client portfolio.
• Responsible for Revenue and Profits
• Utilize a consultative selling process and enterprise-wide account planning to drive proactive pursuits, partnering with internal and external stakeholders on deal and solution development that delivers targeted business outcomes.
• Lead new client acquisition and growth within existing Manufacturing accounts across industrial manufacturing, engineering, chemicals, metals, electronics, consumer goods, building materials, process manufacturing, discrete manufacturing, and related sectors.
• Engage with and cross-sell / upsell NTT DATA’s enterprise-level capabilities to existing clients, enabling growth beyond core Manufacturing services.
• Build collaborative relationships with Sales, Business Consultants, Solution Architects, Delivery Leaders, and Practice teams to maximize utilization of NTT DATA offerings and meet growth plans and targets.
• Establish and manage senior executive client relationships with key stakeholders across business, technology, manufacturing operations, supply chain, procurement, finance, digital, engineering, quality, sales, and customer experience functions.
• Identify and pursue opportunities across areas such as smart manufacturing, Industry 4.0, plant modernization, supply chain transformation, ERP modernization, manufacturing execution systems, product lifecycle management, customer experience, application modernization, cloud transformation, cybersecurity, data and analytics, AI, automation, and business process services.
• Engage in governance of complex transformation programs in partnership with Delivery teams to ensure client satisfaction, business value realization, and long-term account growth.
• Act as the client advocate within NTT DATA and represent NTT DATA’s value proposition, delivery capabilities, and service excellence to the client.
• Drive account planning, pipeline management, deal qualification, forecasting accuracy, pricing discipline, and commercial negotiations.
• Identify whitespace opportunities within existing accounts and develop account strategies to expand wallet share.
• Ensure alignment between client business priorities and NTT DATA’s portfolio of offerings, capabilities, and strategic investments.

Qualifications

• Strong strategic ability to interface with and successfully influence multiple C-level executives by acting as a business partner and trusted advisor across the customer’s enterprise.
• Deep understanding of the Manufacturing industry, including one or more of the following segments: industrial manufacturing, discrete manufacturing, process manufacturing, engineering, chemicals, metals, electronics, consumer goods, building materials, or automotive manufacturing.
• Strong understanding of leveraged delivery models and common technology offerings across Applications, Infrastructure, Cloud, Security, BPO, Data & Analytics, Digital, AI, and Business Consulting.
• Minimum of 7+ years of leadership responsibility directing customer engagement activities, producing deliverables, forecasting business opportunities, driving growth and transformation, and managing financial / P&L responsibility for large client portfolios.
• Proven track record of managing and growing large books of business, preferably $25M+, with demonstrated ability to drive sustainable growth.
• Minimum of 15+ years of experience in Manufacturing / IT Services / Consulting, across a portfolio consisting of Applications, BPO, Digital, Consulting, Infrastructure, Cloud, Security, Data & Analytics, and AI-led transformation.
• Primary industry expertise in Manufacturing.
• Secondary industry expertise in Automotive, Industrial, Supply Chain, Engineering, Consumer Goods, Energy, Chemicals, or Digital Transformation will be an advantage.
• Experience working with global delivery teams and managing complex, multi-tower technology or business transformation programs.
• Strong executive presence, commercial acumen, negotiation skills, and ability to operate effectively in a matrixed organization.
• Ability to travel up to 60% of the time.

Preferred Experience

• Existing senior executive relationships across Manufacturing organizations in India.
• Experience selling large-scale transformation deals in areas such as smart factories, Industry 4.0, ERP transformation, MES, PLM, supply chain modernization, application modernization, cloud migration, cybersecurity, data platforms, AI, automation, and managed services.
• Familiarity with Manufacturing business processes such as production planning, plant operations, procurement, supply chain, quality management, asset management, maintenance, product lifecycle management, sales operations, dealer / distributor management, and customer service.
• Understanding of emerging Manufacturing trends, including smart manufacturing, digital twins, connected operations, predictive maintenance, industrial IoT, automation, sustainability, resilient supply chains, and data-driven decision-making.
• Ability to create account growth strategies, lead large pursuits, and collaborate with cross-functional teams to deliver differentiated client value.
• Experience working with partner ecosystems, platform vendors, hyperscalers, ERP providers, industrial automation companies, and manufacturing technology solution providers will be an added advantage.