Data & AI - Life Sciences - GTM Lead
About The Position
Capgemini’s Insights & Data (I&D) practice is seeking a Life Sciences Data & AI Go-to-Market (GTM) Leader to drive growth, sales, and market expansion across the Pharmaceuticals, Biotechnology, MedTech, and Healthcare sectors. This GTM leadership role is responsible for shaping and executing the Life Sciences Data & AI go-to-market strategy, developing industry-focused offerings, leading complex pursuits, building executive client relationships, and driving revenue growth. The role 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. Capgemini’s 30,000-person strong Insights and Data practice builds platforms for disruptive business models & new market growth and realizes business value for our clients through AI, data and analytics. Our Insights & Data Global Business Line partners with our clients to identify, build and carry through transformation programs that improve growth and sharpen competitive edge on a long-term basis. Our teams bring industry, process and technology expertise and methods, tools and experience for advancing global, complex deployments. Our Americas practice has an aggressive growth trajectory and as a premier partner of many of the key technology players, we are positioned to achieve that growth quickly. Our growth ambition and collaborative approach to working with clients combine to create a business culture that allows new colleagues to dive right in and become an integral part of the team immediately. The entrepreneurial working style and size of our practice allows you to create a name for yourself, shine early on and have a significant impact on our clients and on our company. A GTM Lead manages a team of salespeople within a defined industry sector, business line and/or geography. He/she also personally supports salespeople in driving sales opportunities from detection to closure, helping them find internally the relevant resources they may need. He/She is accountable for the quality of sales data and provides accurately sales forecast consolidating a vision of his team sales activity, according to a budget he sets up to each sales individual He takes care of the motivation of his teams and support its members in defining and achieve their professional develpment. Masters negotiations and consulting skills e.g., ASE to align clients and sponsors in the closing of a deal Is able to negotiate at CxO level for strategic deals Goes beyond closing deals and tries to build long term relationships with clients, acting as an advisor vs. salesperson Thinks big deals and mega deals shaping to meet new expectations and create value for both the client and Capgemini, but also being comfortable with walking away from unqualified deals Clearly communicates expectations towards sales team members, supports in finding sales opportunities, creates the conditions to success and manages commitment.
Requirements
- 15+ years of experience in consulting, technology sales, business development, solution sales, or go-to-market leadership.
- Significant experience within 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+.
- 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 & Master Data Management, Artificial Intelligence & Machine Learning, Generative AI & 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; MBA or advanced degree preferred.
Nice To Haves
- 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 leveraging 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.
Benefits
- Paid time off based on employee grade (A-F), defined by policy: Vacation: 12-25 days, depending on grade, Company paid holidays, Personal Days, Sick Leave
- Medical, dental, and vision coverage (or provincial healthcare coordination in Canada)
- Retirement savings plans (e.g., 401(k) in the U.S., RRSP in Canada)
- Life and disability insurance
- Employee assistance programs
- Other benefits as provided by local policy and eligibility
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What This Job Offers
Job Type
Full-time
Career Level
Senior
