Senior Director, Strategic Sales – Data and AI

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

📋 Description

• Identify, assess, develop, and finalize strategic Data & AI initiatives within key accounts and industries.

• Cultivate trusted relationships with C-suite executives and senior business leaders.

• Identify whitespace opportunities while personally managing revenue, bookings, pipeline, and conversion targets.

• Take ownership of strategic pursuits, overseeing executive discovery, opportunity development, solution design, commercial strategy, negotiations, and closure.

• Link Data & AI investments to enterprise growth, enhanced productivity, customer results, operating-model transformation, and quantifiable business value.

• Develop unique client AI & Data value propositions and perspectives.

• Coordinate account, industry, consulting, engineering, alliance, and delivery resources around significant opportunities.

• Ensure continuity with senior clients through contracting, mobilization, and value realization.

• Lead and elevate a Data & AI go-to-market (GTM) team aligned with industry standards.

• Set priorities for accounts, pipeline, origination, and conversion with a structured sales governance approach.

• Mentor the team in executive engagement, industry-driven discovery, value-based selling, qualification, pursuit leadership, and complex deal conversion.

• Represent Capgemini at executive forums, market roundtables, and thought-leadership events throughout Australia and New Zealand.

• Collaborate with account executives, industry leaders, consulting teams, delivery leaders, and global capability teams.

• Provide mentorship and guidance to GTM teams, mobilizing multidisciplinary and geographically dispersed teams around pursuit strategies.

• Assist in workforce and capability planning by identifying key sector skills, solution assets, and reusable sales content.

⛳️ Requirements

• Over 15 years of experience in enterprise technology, consulting, or professional-services sales.

• Significant direct selling experience with complex Data, Analytics, and AI transformation products and services.

• Proven personal history of originating, shaping, and closing substantial, strategic Data & AI opportunities.

• Established credibility in engaging with CEOs, CIOs, CDOs, CTOs, and senior business executives.

• Strong commercial acumen encompassing qualification, competitive positioning, solution design, value proposition development, pricing, negotiation, and closure.

• Ability to generate opportunities in whitespace accounts and proactively create new demand.

• Excellent executive communication, facilitation, presentation, and negotiation skills.

• Capacity to align business strategy, operating-model changes, and technology investments into a cohesive transformation agenda and value proposition.

• Experience collaborating across account teams, industry groups, alliances, solution teams, and both onshore and offshore delivery organizations.

• Bachelor’s degree in business, technology, data, engineering, or a related field.

• Full work rights in Australia.

• Ideally located in Melbourne or Sydney.

🏝️ Benefits

• Flexible work arrangements, including options for remote work and adaptable working hours.

• Opportunities for career advancement and diverse professional development.

• Access to certifications in technologies such as AWS and Microsoft Azure.

• A safe and inclusive workplace environment.

• Staff-led community initiatives.

• Support for access requirements or adjustments during the hiring process for individuals living with a disability.