Principal, AI Transformation Lead

This is a fully remote position, open to applicants in Canada.

📋 Description

• Achieve a bookings target and manage the business portfolio created by this role.

• Establish yourself as a trusted advisor to CHROs, COOs, and leaders in transformation.

• Oversee the entire sales process from the initial meeting to closing, which includes qualification, scoping, pricing, and proposal development.

• Generate a sales pipeline through speaking engagements, thought leadership, and outreach to identified target accounts.

• Identify AI transformation opportunities within current Prosci accounts in collaboration with Prosci sales teams.

• Convert certification, Membership, and practitioner relationships into discussions at the organizational level.

• Understand the client's business, challenges, and history of change, articulating the work in terms that resonate with them.

• Lead the engagements sold by this role as the senior Prosci representative and main client contact.

• Facilitate working sessions focused on AI integration and executive briefings.

• Analyze team workflows, pinpoint areas where AI can be effectively implemented, and develop an initial working prototype within the client's environment.

• Manage the human aspect of change utilizing the Prosci Methodology and ADKAR® Model.

• Expand accounts from initial team engagements to encompass additional functions.

• Transform completed work into ongoing coaching and expert-access revenue streams.

• Define larger work-redesign projects.

• Manage six to ten accounts while ensuring commercial viability.

• Oversee technical delivery through certified delivery partners.

• Create a preliminary agent, evaluate vendor claims, and delegate production-grade work to partners.

• Monitor KPIs including originated bookings, bookings attainment, recurring revenue, delivery margin, and client NPS.

• Secure new accounts, broaden to a second function within the first year, and document the sales and delivery process.

⛳️ Requirements

• Experience in consultative selling of six and seven-figure professional services to executive buyers, including pricing strategies, proposals, and deal structuring.

• Proven ability to build a sales pipeline through public speaking, outreach, and nurturing existing accounts, in conjunction with an established sales team.

• Experience in facilitating executive and team workshops, and guiding the people aspect of change.

• Practical knowledge of enterprise AI assistants and agent tools, sufficient to create initial drafts and scope projects.

• Minimum of 7 years in consulting, professional services, or agency roles where senior personnel both sell and deliver services.

• Demonstrated success in securing and closing consulting or advisory projects against targets, particularly within an existing customer base and alongside an established sales team.

• Background in leading AI, digital, or business transformation initiatives in complex enterprise settings.

• Hands-on experience with current AI models and agent tools, along with prototypes or workflows for demonstration.

• Strong preference for candidates with a change management or transformation background.

• Prosci certification is appreciated, but not mandatory at hire.

• Capability to understand rates, margins, and acquisition costs, and structure work that withstands a P&L review.

• Ability to manage six to ten accounts and partner workstreams simultaneously.

• Proficient in co-selling alongside core sellers without competing for recognition.

• Skilled in articulating complex offerings to executives who may not be experts in AI or change management.

🏝️ Benefits

• Bonus and commission programs.

• Up to 20% travel for client meetings and internal team interactions.

• Generous flexible paid time off policy.

• Paid holidays.

• Volunteer time off.

• Comprehensive medical insurance.

• Dental insurance coverage.

• Vision insurance options.

• Life insurance benefits.

• Long-term disability insurance programs.

• RRSP with company matching contributions.

• Access to LinkedIn Learning resources.

• Predominantly virtual work culture.

• Opportunities for collaboration with colleagues globally.

• Employee-led interest and resource groups.

• Local or market-wide in-person events.

• Commitment to equal opportunity, inclusion, and diversity.