Sr. Sales Executive - SLED - Sacramento

Role Summary

The ideal candidate brings 7+ years of experience spanning enterprise sales, business development, and product or solution management within California state, local, and education markets. This role supports a large-scale regional initiative and is responsible for defining, shaping, and executing go-to-market strategy. This is a hybrid role combining seller, business development, and product management responsibilities.

The candidate will identify market opportunities, define target accounts and agencies, shape solution positioning, build go-to-market assets, and drive demand through coordinated campaigns and direct engagement. Success requires the ability to move from strategy to execution. This includes translating market needs into offerings, creating compelling materials, activating campaigns, and converting demand into pipeline and revenue.

Essential Duties and Responsibilities

• Market Development & Business Development
  • Identify and prioritize target agencies, accounts, and buying centers aligned to a large-scale regional initiative.
  • Define and maintain a strategic account list and engagement approach.
  • Develop early-stage opportunities through proactive outreach, ecosystem engagement, and market insight.
• Go-to-Market Strategy & Execution
  • Own end-to-end go-to-market plans, including segmentation, messaging, campaign strategy, and execution.
  • Partner with Marketing to activate campaigns across digital, events, and account-based channels.
  • Ensure alignment between targeting, messaging, and sales execution.
• Product & Solution Management
  • Act as the market-facing product lead for defined use cases and offerings.
  • Shape solution positioning based on client needs, competitive landscape, and demand signals.
  • Work with internal teams to refine offerings, develop use cases, and package solutions for the market.
• Content & Asset Creation
  • Develop core go-to-market materials including messaging frameworks, presentations, solution briefs, and campaign content.
  • Translate complex capabilities into clear, outcome-driven narratives for public sector stakeholders.
  • Ensure consistency and quality of materials used across campaigns and pursuits.
• Demand Generation & Pipeline Ownership
  • Design and drive demand generation efforts tied to target accounts and priority use cases.
  • Build and maintain a qualified pipeline with clear attribution to campaigns and GTM initiatives.
  • Monitor funnel performance and optimize conversion across stages.
• Sales Execution & Pursuit Support
  • Engage directly with clients to validate demand, position solutions, and advance opportunities.
  • Influence requirements and shape opportunities prior to formal procurement processes.
  • Support pursuit teams with differentiated messaging, assets, and strategy.
• Cross-Functional Leadership
  • Serve as the integration point across Sales, Marketing, Product, and Delivery teams.
  • Drive alignment on priorities, messaging, and execution plans.
  • Collaborate with partners to develop joint solutions and go-to-market activities.
• Performance Management
  • Track and report on pipeline growth, campaign performance, and revenue outcomes.
  • Continuously refine targeting, messaging, and GTM approach based on data and market feedback.

Key Profile Characteristics

• Experience carrying a quota while also building markets or new segments.
• Background in developing go-to-market strategies, not just executing against them.
• Ability to create client-facing content and shape solution narratives.
• Comfortable operating in ambiguity and building structure where none exists.
• Strong understanding of public sector buying processes and stakeholder dynamics.

Minimum Experience

• 7+ years of a strong understanding of Information Technology, ideally how it applies to Public Entities for State, Local and Education Agencies.
• 7+ years in a consultative selling role able to identify and address client issues within SLED.
• 7+ years C-Level selling and relationship building experience within SLED in Los Angeles and California.

Minimum Education and Certifications

• Undergraduate degree or equivalent combination of education and work experience.

Skills

• Working knowledge of the Public Entity industry and service solution knowledge.
• Advanced understanding of customer’s decision-making process, goals, objectives and strategies.
• Intermediate understanding of major events such as concerts, sporting events and conventions.
• Advanced business and financial acumen.
• Advanced ability to assess potential sales opportunities and develop value propositions.
• Advanced presentation and negotiation skills.

About NTT DATA Services

NTT DATA Services partners with clients to navigate and simplify the modern complexities of business and technology, delivering the insights, solutions and outcomes that matter most. We deliver tangible business results by combining deep industry expertise with applied innovations in digital, cloud and automation across a comprehensive portfolio of consulting, applications, infrastructure and business process services. NTT DATA Services, headquartered in Plano, Texas, is a division of NTT DATA Corporation, a top 10 global business and IT services provider with 118,000+ professionals in more than 50 countries, and NTT Group, a partner to 88 percent of the Fortune 100.

NTT DATA, Inc. (the “Company”) is an equal opportunity employer and makes employment decisions on the basis of merit and business needs. The Company will consider all qualified applicants for employment without regard to race, color, religious creed, citizenship, national origin, ancestry, age, sex, sexual orientation, gender identity, genetic information, physical or mental disability, veteran or marital status, or any other class protected by law. To comply with applicable laws ensuring equal employment opportunities to qualified individuals with a disability, the Company will make reasonable accommodations for the known physical or mental limitations of an otherwise qualified individual with a disability who is an applicant or an employee unless undue hardship to the Company would result.

About NTT DATA

NTT 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 50 countries. We also offer clients access to a robust ecosystem of innovation centers as well as established and start-up partners. NTT DATA is a part of NTT Group, which invests over $3 billion each year in R&D.

Whenever possible, we hire locally to NTT DATA offices or client sites. This ensures we can provide timely and effective support tailored to each client’s needs. While many positions offer remote or hybrid work options, these arrangements are subject to change based on client requirements. For employees near an NTT DATA office or client site, in-office attendance may be required for meetings or events, depending on business needs. At NTT DATA, we are committed to staying flexible and meeting the evolving needs of both our clients and employees.

Contact Info

NTT DATA recruiters will never ask for payment or banking information and will only use @nttdata.com and @talent.nttdatas