Senior Director, Strategic Sales - Data and AI

Your role:

Reporting to the VP & MD of Insights & Data AU/NZ, the sales Director, Data & AI, is accountable for accelerating market penetration, revenue growth and strategic pipeline across Australia and New Zealand. This is a hands-on sales leadership role, with direct personal accountability for originating, shaping, progressing, and closing complex Data & AI opportunities with C-suite and senior executive stakeholders across all industry sectors except Financial Services.

The role combines direct enterprise selling with leadership of an industry-aligned go-to-market (GTM) team. You will personally develop strategic client relationships, identify whitespace, create opportunities, shape differentiated propositions, lead major pursuits and navigate commercial negotiations through to closure.

This is a hands-on, quota carrying, Sales Director role. Success requires both a strong personal track record of originating and closing complex Data & AI opportunities and the ability to elevate the performance of an industry-aligned GTM team. Ideally, you are based in Melbourne or Sydney with full Australian work rights.

Your responsibilities:

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.

Your profile:

• 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.
• Bachelor’s degree in business, technology, data, engineering, or a related discipline. A postgraduate qualification is advantageous.

What you'll love about working here:

• We recognise the significance of flexible work arrangements to provide support. Be it remote work, or flexible work hours, you will get an environment to maintain healthy work life balance.
• At the heart of our mission is your career growth. Our array of career growth programs and diverse professions are crafted to support you in exploring a world of opportunities.
• Equip yourself with valuable certifications in the latest technologies such as AWS and Microsoft Azure.
• 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 your experience falls short of this, we welcome your suggestions for improvement via our Contact Us page on our website.

If you are living with a disability, we can provide support with access requirements or by making an adjustment to our hiring process.