Senior Director, Strategic Sales – Data and AI
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Job Description
Senior sales leader driving Capgemini’s Data & AI transformation growth across Australia and New Zealand. Originating complex enterprise opportunities and leading industry-aligned go-to-market teams.
Responsibilities:
- Originate, qualify, shape, and close strategic Data & AI opportunities across priority accounts and industries
- Build trusted relationships with C-suite and senior business executives
- Develop whitespace opportunities and personally carry revenue, bookings, pipeline, and conversion objectives
- Own strategic pursuits from executive discovery and opportunity creation through solution shaping, commercial strategy, negotiation, and closure
- Connect Data & AI investments to enterprise growth, productivity, customer outcomes, operating-model transformation, and measurable business value
- Create differentiated client AI & Data value propositions and points of view
- Mobilise account, industry, consulting, engineering, alliance, and delivery capabilities around major opportunities
- Maintain senior client continuity through contracting, mobilisation, and value realisation
- Lead and elevate an industry-aligned Data & AI GTM team
- Establish account, pipeline, origination, and conversion priorities with disciplined sales governance
- Coach the team in executive engagement, industry-led discovery, value-based selling, qualification, pursuit leadership, and complex deal conversion
- Represent Capgemini in executive forums, market roundtables, and thought-leadership activities across Australia and New Zealand
- Partner with account executives, industry leaders, consulting teams, delivery leaders, and global capability teams
- Mentor and coach GTM teams and mobilise multidisciplinary, geographically distributed teams around pursuit strategies
- Contribute to workforce and capability planning by identifying priority sector skills, solution assets, and reusable sales content
Requirements:
- 15+ years of enterprise technology, consulting, or professional-services sales experience
- Significant direct selling responsibility for complex Data, Analytics and AI transformation products and services
- Demonstrable personal track record of originating, shaping, and closing large, strategic Data & AI opportunities
- Established credibility engaging CEO, CIO, CDO, CTO and senior business executives
- Strong commercial capability spanning qualification, competitive positioning, solution shaping, value proposition development, pricing, negotiation, and closure
- Ability to create opportunities in whitespace accounts and proactively originate new demand
- Strong executive communication, facilitation, presentation, and negotiation skills
- Ability to connect business strategy, operating-model change and technology investment into a coherent transformation agenda and value case
- Experience collaborating across account teams, industry groups, alliances, solution teams, and onshore/offshore delivery organisations
- Bachelor’s degree in business, technology, data, engineering, or a related discipline
- Full Australian work rights
- Ideally based in Melbourne or Sydney
Benefits:
- Flexible work arrangements, including remote work and flexible work hours
- Career growth programs and diverse professional opportunities
- Certifications in technologies such as AWS and Microsoft Azure
- Safe and inclusive work environment
- Staff-led community groups
- Support with access requirements or adjustments to the hiring process for people living with a disability
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