Director, AI Ecosystem Partnerships Job at NTT DATA (London)

Job Description

The Director of AI Ecosystem Partnerships will lead strategic technology partnerships and manage relationships with key vendors. The role requires a minimum of 8 years of experience in technology partnership management, strong negotiation skills, and a background in AI/ML markets. The candidate will coordinate joint account planning sessions and ensure compliance with partnership terms.

Job Responsibility

External ecosystem management
Own relationships with strategic technology partners including Dell, Cisco, NVIDIA, Red Hat, Mistral AI, Alexara AI, SiPearl and emerging sovereign AI vendors
Coordinate joint account planning sessions with partners, targeting 5 to 8 mutual accounts per country to generate qualified pipeline opportunities
Negotiate and manage partner commitments including co-investment, co-selling, technical resources and reference support for major pursuits
Track partner pipeline contributions, conversion rates and ROI to inform ecosystem investment decisions
Ensure partner technical resources are engaged early in opportunity qualification and solution design
Manage partner MOU execution and ongoing compliance with partnership terms
Identify and onboard new ecosystem partners to address capability gaps or market requirements (for example, European content compliance for EuroHPC)
Internal ecosystem coordination
Serve as primary liaison between AI Factories team and internal practice groups: Cloud and Security, Data and AI, Tech Hub, Infrastructure Services
Coordinate internal resource allocation for major pursuits, ensuring appropriate skills are available when needed
Facilitate cross-practice collaboration on complex, multi-domain opportunities
Maintain internal stakeholder relationships to ensure AI Factories priorities are understood and supported
Work with regional sales teams to identify and qualify AI Factories opportunities in their accounts
Coordinate with bid management and legal teams on partner-related contract terms and consortium arrangements
Alliance activation and AI Factories championship
Partner with existing alliance managers and specialists to position AI Factories within broader partner relationships
Champion the AI Factories proposition across all partner interactions, ensuring consistent messaging and value articulation
Coordinate partner participation in customer events, demonstrations and proof-of-concept activities at the Munich Innovation Centre
Support EuroHPC and sovereign AI pursuits with partner evidence, references and technical validation
Ensure EU content compliance requirements are addressed through appropriate European supplier partnerships
Drive joint marketing activities and thought leadership with strategic partners
Represent AI Factories at partner events, industry conferences and ecosystem forums
Governance and reporting
Maintain ecosystem partnership tracker with status, commitments and outcomes for all active relationships
Provide regular reporting on partner contribution to pipeline, wins and strategic initiatives
Escalate partnership risks or blockers to AI Factories leadership with recommended actions
Participate in weekly AI Factories leadership meetings and monthly partner review sessions

Requirements

Minimum 8 years in technology partnership management, alliance development or ecosystem coordination roles
Proven track record of managing relationships with major technology vendors (experience with Dell, Cisco, NVIDIA or similar preferred)
Experience coordinating complex, multi-stakeholder initiatives across organisational boundaries
Background in enterprise infrastructure, cloud or AI/ML markets
Demonstrated ability to influence without direct authority across partner organisations and internal teams
Experience supporting large deal pursuits or public sector procurements
Strong relationship management and stakeholder engagement capabilities
Commercial acumen with ability to structure and negotiate partnership terms
Excellent communication skills for executive-level partner and internal stakeholder interactions
Project coordination skills to manage multiple parallel partner engagements
Strategic thinking to identify ecosystem opportunities and optimisation potential
Attention to detail for tracking commitments, timelines and deliverables

Nice to have

Experience with EuroHPC, sovereign AI or government/public sector technology programmes
Understanding of AI Factories, HPC infrastructure or data centre technologies
Knowledge of EU data sovereignty requirements, GDPR and AI Act implications
Multi-language capability (German, Italian or French advantageous for European markets)
Existing relationships within Dell, Cisco, NVIDIA or similar partner organisations
Experience with consortium-based bidding or multi-party contract structures

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Director, AI Ecosystem Partnerships

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