Data & AI - Life Sciences - GTM Lead

Capgemini • New York, NY

11d • $117,930 - $223,591

About The Position

Capgemini’s Insights & Data practice is seeking a Life Sciences Data & AI Go-to-Market (GTM) Leader to drive growth, sales, and market expansion across Pharmaceuticals, Biotechnology, MedTech, and Healthcare. This role shapes and executes the Life Sciences Data & AI go-to-market strategy, develops industry-focused offerings, leads complex pursuits, builds executive client relationships, and drives revenue growth. It combines business development, offer strategy, partner ecosystem leadership, and thought leadership to position Capgemini as a trusted advisor in Data, Analytics, AI, and Generative AI transformation.

The GTM Lead manages a sales team within a defined industry sector, business line, or geography and personally supports salespeople from opportunity detection through closure. The role helps teams access internal resources, maintains sales data quality, provides accurate forecasts, sets individual sales budgets, and supports team members’ motivation and professional development. It calls for strong negotiation and consulting skills, the ability to negotiate strategic deals at the CxO level, and a long-term, trusted-advisor approach to client relationships. The leader shapes large and mega deals to create value for clients and Capgemini, communicates expectations clearly, supports opportunity development, and manages team commitments.

Capgemini’s Insights & Data practice builds platforms for disruptive business models and new market growth, helping clients realize business value through AI, data, and analytics. Its teams combine industry, process, and technology expertise to support complex global transformations. The Americas practice has an aggressive growth trajectory and works with technology partners to pursue that growth. The role is expected to contribute to the practice’s collaborative, entrepreneurial environment and have an impact on clients and the company.

The position requires the candidate to be local to New York or willing to relocate there. The base compensation range listed for the posted location is $117,930–$223,591. The role may also be eligible for variable incentives, bonuses, or commissions, depending on the position and applicable laws. Capgemini provides a benefits package to regular, full-time employees, subject to local policy and eligibility.

Requirements

• 15+ years of experience in consulting, technology sales, business development, solution sales, or go-to-market leadership.
• Significant experience in the Life Sciences industry, including Pharmaceuticals, Biotechnology, MedTech, or Healthcare.
• Proven success building pipeline and closing large-scale Data & AI, Analytics, Cloud, and AI transformation engagements, typically valued at $1M or more.
• Strong understanding of Life Sciences business processes and regulatory frameworks, including GxP, 21 CFR Part 11, HIPAA, and data compliance considerations.
• Experience selling and positioning solutions across Data & Analytics, Cloud Data Platforms, Data Governance and Master Data Management, Artificial Intelligence and Machine Learning, Generative AI and Large Language Models, MLOps, and Data Modernization.
• Strong consultative selling, executive relationship management, negotiation, and presentation skills.
• Demonstrated ability to work across sales, delivery, partner, and solution organizations in a matrixed global consulting environment.
• Experience developing strategic partnerships and co-sell motions with cloud hyperscalers and technology vendors.
• Bachelor’s degree required.
• Ability to be local to New York or willing to relocate to New York.

Nice To Haves

• MBA or advanced degree.
• Established network of Life Sciences client relationships and executive decision-makers.
• Experience with industry platforms such as Veeva, Medidata, IQVIA, or other Life Sciences data ecosystems.
• Experience leading Data & AI initiatives supporting clinical development, drug discovery, commercial analytics, real-world evidence, regulatory operations, or supply chain transformation.
• Previous quota-carrying sales leadership, practice leadership, or P&L responsibility.
• Strong knowledge of emerging technologies including Generative AI, Agentic AI, Data Mesh, Modern Data Platforms, and cloud-native analytics solutions.

Responsibilities

• Define and execute the Life Sciences Data & AI growth strategy across R&D, Clinical, Commercial, Supply Chain, Regulatory, and Quality functions.
• Develop and position differentiated offerings using Data & AI, Generative AI, Agentic AI, Data Management, Cloud Modernization, and Advanced Analytics.
• Own the sales lifecycle, including pipeline generation, opportunity qualification, pursuit strategy, proposal development, executive presentations, and deal closure.
• Lead strategic pursuits and support RFP/RFI responses, client workshops, and business case development.
• Build trusted-advisor relationships with executive stakeholders, including Chief Data & Analytics Officers, Digital Transformation leaders, R&D IT leadership, and Commercial Analytics executives.
• Collaborate with account teams, delivery leadership, and Centers of Excellence to align solutions, talent, and delivery capabilities.
• Develop and manage strategic alliances with technology partners including Microsoft, AWS, Google Cloud, Databricks, Snowflake, Veeva, and emerging GenAI ecosystem partners.
• Represent Capgemini at industry conferences, partner events, client forums, and thought leadership initiatives.
• Create industry points of view, whitepapers, and executive content showcasing Capgemini’s Data & AI capabilities within Life Sciences.
• Mentor and enable client-facing teams on Life Sciences Data & AI trends, solutions, and market positioning.
• Manage and support a sales team, helping its members identify and advance opportunities and find relevant internal resources.
• Maintain the quality of sales data, consolidate team activity into accurate forecasts, and establish sales budgets for individual salespeople.
• Motivate team members and support their professional development.
• Negotiate strategic deals at the CxO level and build long-term client relationships as a trusted advisor.
• Shape large and mega deals to create value for clients and Capgemini, while exercising judgment about unqualified opportunities.
• Communicate expectations to sales team members, support opportunity development, create conditions for success, and manage commitments.

Benefits

• Paid time off based on employee grade, including 12–25 vacation days depending on grade, company-paid holidays, personal days, and sick leave.
• Medical coverage, or provincial healthcare coordination in Canada.
• Dental coverage.
• Vision coverage.
• Retirement savings plans, including 401(k) in the U.S. or RRSP in Canada.
• Life insurance.
• Disability insurance.
• Employee assistance programs.
• The role may be eligible for variable incentives, bonuses, or commissions, depending on the position and applicable laws.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior