Senior Director, Strategic Sales - Data and AI

- 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 rather than relying primarily on account-generated or inbound pipeline, and personally carry agreed revenue, bookings, pipeline, and conversion objectives.
- Own strategic pursuits end to end, from executive discovery and prospect creation through qualification, solution shaping, commercial strategy, negotiation, and closure.

Executive client leadership and pursuit ownership:

- 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.

Industry-led propositions:

- 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.

Sales leadership and team development:

- 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.

Leadership and collaboration:

- 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.

Direct sales and strategic origination:

- 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 rather than relying primarily on account-generated or inbound pipeline, 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.

Executive client leadership and pursuit ownership:

- 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.

Industry-led propositions:

- 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.

Sales leadership and team development:

- 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.

Leadership and collaboration:

- 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.

📌 Senior Director, Strategic Sales - Data and AI (Sydney)
🏢 Capgemini
📍 Sydney