Role Purpose

Own and accelerate growth for the full Data, Analytics and AI portfolio by acting as a credible practitioner in front of clients, a consultative seller across the chance lifecycle, and an orchestrator of account, practice, partner, solutioning and delivery teams. The role identifies and nurtures opportunities sensing through closure, shapes differentiated value propositions, and ensures a disciplined transition to delivery and customer success.

Key Accountabilities

- Practitioner-led client engagement

- Lead Level 1 and Level 2 conversations across data modernization, analytics, AI/ML, Generative AI and Agentic AI, connecting technology choices to business outcomes.
- Become a trusted advisor to business, data and technology executives by understanding their strategy, operating context, constraints and investment priorities.
- Conduct executive briefings, discovery sessions, strategy workshops, demonstrations and solution showcases.

2. Solution shaping and pursuit leadership
- Qualify opportunities and lead the pursuit from early discovery through solution shaping, proposal, negotiation and closure.
- Provide first-level solution direction and mobilize architects, consulting, engineering, delivery, commercial and partner teams for deeper design.
- Create differentiated value propositions, win themes, deal narratives and commercial positions tailored to the client context.
- Balance client value, delivery feasibility, risk, competitiveness and sold margin while securing internal alignment and approvals.

3. Partner, offering and ecosystem growth
- Drive joint engagement motions with strategic cloud,



data and AI partners, including co-innovation, partner-sourced opportunities and joint client engagements.
- Apply knowledge of the service-line portfolio, accelerators, frameworks, case studies and partner capabilities to shape relevant solutions.

4. Deal-to-delivery continuity and customer success
- Ensure a disciplined transition from pursuit to delivery with clear scope, outcomes, assumptions, commercials, risks and governance.
- Partner with delivery leaders on periodic reviews for strategic engagements, especially where client satisfaction, cost, schedule or expansion potential requires attention.

Candidate Profile

Experience

- 15–20 years of relevant experience in Data & AI, analytics, cloud data platforms, consulting, solution architecture, delivery leadership, presales and/or technology sales.
- Demonstrated success in shaping and closing complex services or transformation opportunities and growing strategic accounts.
- Experience engaging senior business and technology stakeholders across industries and geographies.
- Prior hands-on delivery, architecture, advisory or practice experience in Data & AI is strongly valued because this is a practitioner-led role.

Data & AI knowledge




- Broad understanding of enterprise data strategy, data engineering, cloud data platforms, data governance and management, BI and advanced analytics.
- Working knowledge of AI/ML, Generative AI and Agentic AI concepts, use cases, implementation considerations, governance and responsible adoption.
- Ability to discuss major ecosystem platforms and partner propositions at a business and solution level, while knowing when to bring specialist depth.
- Ability to connect regulatory, industry and technology trends to client opportunities and measurable business outcomes.

Commercial and leadership capabilities
- Executive communication and presentation skills, with the ability to simplify complexity and lead whiteboard conversations.
- High ownership, bias for action and comfort operating in a matrixed, fast-paced environment.
- Collaborative leadership across account teams, sellers, advisors, architects, partners and delivery teams without relying on formal authority.

Role Boundaries and Ways of Working
- This is not a pure coordination role. The incumbent is expected to bring practitioner credibility, commercial judgment and direct client leadership.
- The role owns growth and pursuit orchestration, while detailed solution design and delivery accountability are shared with the relevant consulting, architecture, practice and delivery leaders.
- The role spans both Data and AI. Specialists should be engaged for depth, but the incumbent remains accountable for a cohesive client narrative across the continuum.

📌 Data & AI Practitioner Lead (Melbourne)
🏢 Wipro
📍 Melbourne