NTT DATA
Website:
nttdata.com
Job details:
Title: Senior Cloud Services Sales Specialist - AWS/GCP and Azure Sales
Location: Mumbai/ Gurgaon/ Bangalore
About the Role:
NTT DATA is a strategic technology services and solutions partner of AWS, Microsoft Azure and
Google Cloud, helping enterprises modernize their technology environments and accelerate
cloud, data and AI transformation.
We are looking for an experienced Cloud Specialist Sales professional to drive cloud-led
business development and Sales across NTT DATA’s enterprise client base. The role will operate
within NTT DATA India working horizontally across Client Management, Business Units,
hyperscaler alliance teams, solutioning/presales and delivery organisations.
The Cloud Specialist Seller will act as a cloud subject-matter sales leader and opportunity
orchestrator, identifying and creating cloud transformation opportunities, shaping customer
conversations, developing qualified pipelines and bringing the right NTT DATA and hyperscaler
capabilities together to progress opportunities through to closure.
The role requires someone who can operate effectively across organisational boundaries,
influence without direct authority, engage senior customer stakeholders and translate cloud
technology capabilities into measurable business outcomes.
Key Responsibilities
1. Cloud Business Development & Pipeline Creation
- Develop and execute cloud sales strategies across an assigned portfolio of enterprise customers.
- Identify opportunities across cloud migration, modernization, application transformation, infrastructure modernization, cloud-native development, managed cloud services and cloud optimization.
- Proactively create demand rather than relying solely on existing account pipeline.
- Build and maintain a healthy pipeline of qualified cloud opportunities and achieve agreed sales/revenue targets.
- Identify opportunities to expand existing NTT DATA relationships through cloud-led transformation initiatives.
- Develop account-level cloud whitespace maps covering AWS, Azure and GCP opportunities.
2. Client Engagement & Consultative Selling
- Engage with CIOs, CTOs, CDOs, CISOs, business leaders and technology decision-makers to understand transformation priorities.
- Lead executive level conversations around the business value of cloud, rather than selling individual cloud products.
- Understand customer technology landscapes, transformation roadmaps, business drivers and pain points.
- Position NTT DATA’s capabilities together with hyperscaler technology to develop differentiated customer propositions.
- Build trusted-advisor relationships with customers and establish NTT DATA as a strategic cloud transformation partner.
3. Matrix / Client Manager Collaboration
As a horizontal specialist organisation, the role will work closely with Client Managers and BU
sales teams across NTT DATA.
Key responsibilities include:
- Partner with Client Managers to identify and qualify cloud opportunities within strategic accounts.
- Work across multiple BUs to leverage existing customer relationships and industry expertise.
- Establish joint account plans with Client Managers and BU leadership.
- Support Client Managers with cloud-specific opportunity identification, qualification and strategy.
- Bring specialist cloud expertise into broader account planning and customer engagements.
- Maintain clear ownership and engagement models with Client Managers to avoid channel conflict and ensure a coordinated customer experience.
- Influence stakeholders across the matrix without relying on direct reporting authority.
4. Hyperscaler Alliance Engagement
- Develop strong working relationships with AWS, Microsoft and Google Cloud sales and technical teams.
- Create joint account strategies and opportunity plans with hyperscaler sellers.
- Leverage hyperscaler funding, migration programs, assessments, workshops, incentives and partner programs to accelerate opportunities.
- Coordinate joint customer engagements involving NTT DATA and hyperscaler teams.
- Build differentiated propositions leveraging NTT DATA’s services capabilities and hyperscaler platforms.
- Track hyperscaler ecosystem developments and translate relevant capabilities into customer opportunities.
5. Opportunity Shaping & Sales Leadership
- Lead the commercial sales strategy for qualified cloud opportunities.
- Develop opportunity plans covering customer business problem, solution proposition, stakeholders, competition, commercial model and path to closure.
- Coordinate with solution architects, presales, delivery, commercial and legal teams.
- Ensure opportunities are appropriately qualified before significant presales investment.
- Lead proposal strategy, customer presentations, workshops and executive engagements.
- Maintain accurate CRM hygiene, forecasting and opportunity reporting.
- Drive opportunities from initial qualification → solution shaping → proposal → negotiation → closure.
6. Cloud Solution & Commercial Understanding
The successful candidate should have sufficient technical understanding to engage credibly with
customers and technical stakeholders across:
- Cloud migration and modernization
- IaaS / PaaS / SaaS
- Cloud-native architectures
- Containers and Kubernetes
- Data platforms and analytics
- AI/ML and Generative AI workloads
- Cloud security
- Networking and hybrid cloud
- DevOps / DevSecOps
- FinOps and cloud optimization
- Managed cloud services
The role is not expected to be the primary technical architect, but must be able to understand
customer requirements, challenge solution assumptions and connect technical capabilities to
business outcomes.
7. Internal Orchestration
The specialist seller will act as the single-threaded sales orchestrator for cloud opportunities,
bringing together:
Client Manager → BU → Cloud Specialist → Presales/Solution Architecture → Delivery →
Hyperscaler → Commercial/Finance
Responsibilities include:
- Establishing the right internal team for each opportunity.
- Creating clear roles, responsibilities and next steps.
- Driving opportunity cadence and governance.
- Removing internal blockers.
- Ensuring commercial, solution and delivery stakeholders remain aligned.
- Maintaining momentum from opportunity creation through closure.
Required Qualifications:
- 10+ years of enterprise technology sales experience, preferably including significant cloud sales experience.
- Proven experience selling AWS, Azure and/or GCP solutions/services.
- Experience in a Systems Integrator, IT Services company, hyperscaler or technology consulting organisation preferred.
- Demonstrated experience managing complex enterprise sales cycles.
- Experience working in a matrixed organisation is highly desirable.
- Experience selling through or alongside hyperscaler partner ecosystems preferred.
Strong understanding of:
- AWS / Azure / GCP cloud platforms
- Cloud transformation and modernization
- Data & AI workloads
- Cloud economics and business cases
- Enterprise architecture concepts
- Managed services
- Cloud security
- Digital transformation
- Sales Competencies
- Consultative / value-based selling
- Enterprise account planning
- Opportunity qualification
- Pipeline generation
- Executive stakeholder management
- Deal shaping and negotiation
- Partner ecosystem management
- Forecasting
- Cross-functional influence
- Strong communication and presentation skills
Click on Apply to know more.
