Business Development Executive - SLED Job at NTT DATA (Plano)

Job Description

The Business Development Executive - SLED at NTT DATA is responsible for driving growth in the public sector by identifying and developing new business opportunities. The ideal candidate will have extensive experience in business development, particularly within state and local government agencies, and will excel in building relationships with key stakeholders. This role requires a strong understanding of IT services, cloud solutions, and cybersecurity. Candidates should have at least 7 years of relevant experience and a proven track record in pipeline creation and client acquisition.

Job Responsibility

Proactively identify, qualify, and develop net‑new opportunities across targeted SLED agencies, with a focus on multi‑year IT services, cloud and modernization initiatives
Collaborate with Sales Executives and Client Executives to execute territory and account development plans aligned to state budget cycles, legislative priorities, and procurement pathways
Shape opportunities early by engaging agency leadership, program owners, and procurement teams to influence requirements and establish NTT DATA differentiation
Monitor RFP forecasts, cooperative purchasing vehicles, and statewide IT initiatives to anticipate demand and build a predictable pipeline
Own the top of the funnel, including prospecting, discovery, qualification, and early solution alignment
Partner closely with Solution Architects, Sales Executives, Client Executives, Proposal Teams, and Delivery Leaders to advance qualified opportunities
Maintain rigorous CRM discipline, ensuring accurate forecasting, pipeline hygiene, and executive‑level visibility
Support capture strategy development, including competitive analysis, teaming recommendations, and win‑theme creation
Cultivate senior‑level relationships with CIOs, CTOs, program executives, procurement officers, and agency influencers
Engage with strategic partners — hyperscalers, OEMs, ISVs, and regional integrators — to expand reach and co‑sell opportunities
Represent NTT DATA at industry events, conferences, and association forums (e.g., NASCIO, NASTD, eRepublic) to elevate brand presence and generate leads
Serve as an ambassador for NTT DATA’s Public Sector capabilities through thought leadership, speaking engagements, and digital presence
Manage and maintain relationships with state‑level government consultants, lobbyists, and advisory firms engaged to support NTT DATA’s SLED strategy
Oversee contract lifecycle activities for government consultants, including scoping, renewals, performance evaluation, and compliance alignment
Ensure consultants are briefed, aligned, and effectively representing NTT DATA’s priorities, value propositions, and pursuit strategies
Leverage consultant insights to anticipate legislative shifts, procurement changes, and agency priorities that impact pipeline development
Coordinate internal communication to ensure Sales, Legal, Compliance, and Executive Leadership have visibility into consultant activities and outcomes
Track competitor activity, contract awards, pricing trends, and statewide IT modernization priorities
Provide actionable insights to Product, Marketing, and Delivery teams to ensure NTT DATA’s offerings remain aligned to SLED needs
Identify whitespace opportunities, emerging technology demands, and areas where NTT DATA can expand its value proposition

Requirements

7+ years of business development, sales, or capture experience in IT services
5+ years selling into SLED agencies with a proven track record of pipeline creation and new logo acquisition
5 years of experience working with SLED procurement processes, budget cycles, and contract vehicles (e.g., NASPO, DIR, state‑specific vehicles, cooperative purchasing)
4+ years of experience with managed services, cloud, cybersecurity, application modernization, digital government, or infrastructure transformation
Demonstrated success managing complex, multi‑stakeholder sales cycles
5+ years experience with strong executive communication skills, including presentations, written proposals, and RFP responses

Nice to have

Existing relationships with state CIOs, agency leaders, or regional education systems
Experience working within or selling to large integrators or global IT services firms
Familiarity with compliance frameworks relevant to SLED (CJIS, IRS 1075, HIPAA, FedRAMP‑aligned environments)
Background in IT infrastructure transformation, legacy modernization, or hybrid cloud environments
Participation in SLED‑focused associations (NASCIO, NASTD, eRepublic, etc.)
High degree of operational discipline with CRM, forecasting, and pipeline management
Ability to influence cross‑functional teams without direct authority

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Business Development Executive - SLED

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