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About the Role
The Sales Director, Data & AI, is responsible for accelerating market penetration, revenue growth, and strategic pipeline across Australia and New Zealand. This is a hands-on sales leadership role focused on originating, shaping, progressing, and closing complex Data & AI opportunities with C-suite and senior executive stakeholders across various industry sectors, excluding Financial Services. The role combines direct enterprise selling with leadership of an industry-aligned go-to-market (GTM) team.
Responsibilities
- Personally originate, qualify, shape, and close strategic Data & AI opportunities across priority accounts and industries.
- Build trusted relationships with C-suite and senior business executives to create demand around enterprise Data & AI transformation.
- Develop whitespace opportunities and personally carry agreed revenue, bookings, pipeline, and conversion objectives.
- Own strategic pursuits end to end, from executive discovery and opportunity creation through qualification, solution shaping, commercial strategy, negotiation, and closure.
- Lead executive discovery and 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 that open new conversations and establish Capgemini as a strategic transformation partner.
- Mobilise account, industry, consulting, engineering, alliance, and delivery capabilities around major opportunities while retaining personal accountability for pursuit progression and closure.
- Maintain senior client continuity from initial origination through contracting, mobilisation, and value realisation, ensuring commitments made during the sale are deliverable.
- Apply cross-industry insight to create relevant points of view, use-case portfolios, and value propositions, drawing on experience in key economic sectors and industries.
- Lead and elevate an industry-aligned Data & AI GTM team across an agreed portfolio of sectors and strategic accounts.
- Establish clear account, pipeline, origination, and conversion priorities, supported by transparent performance expectations and disciplined sales governance.
- Coach the team in executive engagement, industry-led discovery, value-based selling, opportunity qualification, pursuit leadership, and complex deal conversion.
- Personally engage in strategic opportunities where senior executive sponsorship can materially improve client access, competitive positioning, and conversion.
- Create a high-accountability sales culture focused on quality pipeline, profitable growth, collaboration, and disciplined execution.
- Represent Capgemini in executive forums, market roundtables, and thought-leadership activities across Australia and New Zealand.
- Operate as a senior Insights & Data sales leader, partnering with account executives, industry leaders, consulting teams, delivery leaders, and global capability teams.
- Mentor & coach industry-aligned GTM teams, strengthening executive selling, industry-led discovery, value articulation, qualification, and storytelling.
- Mobilise multidisciplinary and geographically distributed teams around a clear pursuit strategy and client outcome.
- 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, including 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, rather than solely leading teams responsible for sales execution.
- Established credibility engaging CEO, CIO, CDO, CTO and senior business executives, with the ability to initiate conversations around enterprise strategy, growth, productivity, and transformation rather than responding only to defined technology requirements.
- Strong commercial capability spanning qualification, competitive positioning, solution shaping, value proposition development, pricing, negotiation, and closure.
- Demonstrated ability to create opportunities in whitespace accounts and proactively originate new demand, rather than relying primarily on established pipeline or account-led opportunities.
- Strong executive communication, facilitation, presentation, and negotiation skills, with the credibility to advise senior business and technology stakeholders.
- 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.
Skills
- Data & AI transformation
- Enterprise selling
- Strategic client relationships
- Complex deal conversion
- Commercial capability
- Executive communication
- Facilitation
- Presentation
- Negotiation
- Value proposition development
- Solution shaping
- Competitive positioning
- Pricing
- Sales leadership
- Team development
- Industry insight
- Thought leadership
Location
- Australia
- New Zealand
- Melbourne
- Sydney
Work Type
- Full-time
- Remote work
- Flexible work hours
Experience Level
- 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
- Direct personal accountability for originating, shaping, progressing, and closing complex Data & AI opportunities
- Hands-on, quota carrying Sales Director role
Education Level
- Bachelor’s degree in business, technology, data, engineering, or a related discipline
- Postgraduate qualification is advantageous
Benefits
- Flexible work arrangements
- Remote work options
- Flexible work hours
- Career growth programs
- Diverse professions
- Support for certifications in AWS and Microsoft Azure
- Safe and inclusive environment
- Staff-led community groups
About the Company
- We recognise the significance of flexible work arrangements to provide support.
- At the heart of our mission is your career growth.
- We foster a safe and inclusive environment where everyone can be their authentic selves, supported by staff-led community groups.
- We strive to ensure you feel respected, informed and valued through our recruitment process.
- If you are living with a disability, we can provide support with access requirements or by making an adjustment to our hiring process.