Data & AI GTM Leader

Jade Global•San Jose, CA

About The Position

Jade Global is hiring a senior Data & AI Go-To-Market Leader to own strategy, commercialization, and revenue growth for its Data, Analytics, and AI services in the US. The role carries a bookings target and is responsible for building qualified pipeline with Sales, leading data presales, and growing joint business with ISV partners. It combines client advisory with commercial ownership, shaping offerings, winning deals, and developing repeatable revenue across platforms including Snowflake, Databricks, Boomi, and major cloud hyperscalers. The leader will define and execute the US go-to-market strategy, set offering and investment priorities, identify target industries and accounts, and develop business cases and ROI narratives. They will create and launch productized offerings and reusable IP, pilot offerings with clients, and scale successful solutions through Sales and partners. They will set technical direction, guide complex solution designs, lead innovation, develop thought leadership, and grow the practice’s technical bench. The role also owns the end-to-end GTM motion, data and AI presales, key ISV relationships, partner plans, pipeline health, and the annual US bookings target jointly with Sales leadership. The leader will advise CXOs on data strategy, AI adoption, and platform choices, and support strategic pursuits, commercial negotiations, and contracting. Success is measured through bookings and revenue growth, pipeline coverage and conversion, partner-sourced business, presales performance, account growth, and deal margin. This is a technically credible leadership role requiring the ability to discuss and validate architectures, solution designs, and effort estimates. Relevant technical areas include data platforms and engineering, integration, data management and governance, analytics and BI, AI/ML and MLOps, generative and agentic AI, responsible AI, and cloud architecture. Jade Global offers a senior, high-visibility role shaping its Data & AI growth in the US, close partnership with leadership, established ISV relationships, competitive base salary plus variable pay tied to bookings, and comprehensive benefits.

Requirements

15–20 years of experience in data, analytics, and AI.
At least 7 years in GTM, presales, practice, or sales leadership at an IT services or consulting firm.
A proven record of owning and exceeding a services bookings target, typically $20M or more annually, in the US market.
Strong technical foundation in data and AI, ideally with an early career as a data engineer, architect, or solution architect, and ability to go deep in the technical areas described.
Experience building and running ISV and hyperscaler partnerships, including co-sell and partner funding programs.
A track record of leading complex, multi-million-dollar pursuits from qualification to close.
Strong executive presence and comfort advising CXOs and presenting to boards.
Bachelor’s degree in Engineering, Computer Science, or a related field.
Ability to lead technical discovery, translate business problems into target-state architectures and roadmaps, and review solution designs, estimates, and assumptions.
Ability to run or oversee proofs of concept and proofs of value, including GenAI pilots.

Nice To Haves

Based in the Bay Area, with an established network among enterprise data and AI buyers.
Industry depth in one or more of Hi-Tech, Life Sciences/Healthcare, and Manufacturing.
Experience scaling an offshore or global delivery model.
MBA or equivalent.
Partner certifications in AI, Snowflake, Databricks, or cloud.

Responsibilities

Define and execute the US go-to-market strategy for Data, Analytics, and AI services, aligned with the service-line plan.
Set offering strategy and investment priorities across data modernization, cloud data platforms, analytics, GenAI and agentic AI, and data governance.
Identify target industries, accounts, and buyer personas and build business cases and ROI narratives.
Monitor market, competitor, and partner trends and inform the offering roadmap.
Conceive, build, and launch Data & AI solutions and offerings, including problem framing, architecture, delivery approach, pricing, and sales collateral.
Create productized offerings and reusable IP, including reference architectures, accelerators, frameworks, demo environments, and industry use-case libraries.
Co-create joint solutions with ISV partners and list them on partner marketplaces where appropriate.
Pilot offerings with lighthouse clients, capture case studies, scale successful offerings through Sales and partners, and refresh or retire offerings based on performance and demand.
Serve as the US technology representative for the Data & AI practice with clients, partners, analysts, and the market.
Set technical direction, platform choices, architecture standards, and adoption of emerging AI technologies.
Lead innovation by evaluating tools and models, running internal pilots, and turning successful work into offerings.
Guide solution architects and delivery leads on complex designs and act as an escalation point for critical technical decisions.
Develop thought leadership through papers, blogs, webinars, and industry and partner events.
Define skills roadmaps, certifications, and career paths for architects and presales professionals.
Run the end-to-end GTM motion, including campaigns, account plans, sales plays, and enablement with Marketing and Sales.
Equip account executives with positioning, battle cards, case studies, and demo assets; represent Jade at industry events, partner summits, and executive roundtables.
Lead data and AI presales, including discovery, solution architecture, estimates, proposals, RFP responses, and oral presentations.
Build and mentor a presales and solution architect bench and set standards for solution quality and reuse.
Shape deals with Delivery to ensure proposed work is deliverable, appropriately priced, and margin-accretive.
Own relationships with key data and AI ISVs at field and leadership levels.
Develop joint partner GTM plans covering co-sell, partner-sourced pipeline, marketplaces, funding programs, and certifications.
Drive partner tier progression, competency attainment, and partner-influenced revenue.
Own the annual US Data & AI bookings target jointly with Sales leadership and manage pipeline coverage, stage progression, win rates, and forecasting.
Grow existing accounts through cross-sell and upsell and open new logos.
Advise CXOs on data strategy, AI adoption, and platform choices; lead workshops, assessments, and proofs of value.
Support deal reviews, commercial negotiations, and contracting for strategic pursuits.
Lead technical discovery and translate business problems into target-state architectures and roadmaps.
Review and sign off on solution designs, estimates, and assumptions in proposals.
Run or oversee proofs of concept and proofs of value, including GenAI pilots.
Stay current through hands-on exploration of new platform and AI capabilities and hold or obtain relevant certifications.