Sales Representative- Business Development - (Hospitality and Media)

Capgemini • Southfield, MI

33d • $88,544 - $233,248 • Hybrid

About The Position

Drive new business growth within a strategic, large-scale existing account by identifying and penetrating untapped (“white space”) opportunities across the Experience, Parks, and Hospitality segments. This is a high-impact hunter role focused on expanding footprint beyond current engagement areas through AI-led and digital transformation initiatives.Lead the end-to-end sales process—leveraging internal industry, data, AI, and technology experts—to originate, shape, and close new opportunities within the account.

Requirements

• Extensive experience in Hospitality, Media, and/or experience-led industries (e.g., theme parks, entertainment, large-scale venue operations).
• 10+ years of enterprise sales/business development experience in IT services, digital transformation, and business services.
• Demonstrated success in hunter roles, with a proven ability to generate organic growth within large strategic accounts by opening new buying centers.
• Strong understanding of AI, automation, analytics, and digital transformation trends, with the ability to translate them into business value.
• Proven track record of consistently exceeding annual sales targets.
• Experience building and managing relationships with senior executives across complex organizations.
• Ability to navigate large, matrixed client environments and uncover opportunities beyond the incumbent footprint.
• Proven ability to work cross-functionally and lead deal teams to structure and close complex engagements.
• Willingness to travel as needed to build strong, in-person client relationships.

Responsibilities

• Identify, develop, and close new business opportunities within under-penetrated segments of a large, strategic Hospitality & Media client, with a strong focus on experiential/parks ecosystems.
• Actively hunt for white-space opportunities by engaging new buyer groups and stakeholders not currently served, including opportunities driven by automation, data, and AI-enabled transformation.
• Originate and qualify leads through networking, industry connections, events, and targeted outreach; build trusted relationships with senior and C-level stakeholders.
• Position data, AI, and digital solutions (including automation, personalization, and operational optimization) to drive measurable business outcomes.
• Collaborate closely with solutions, delivery, and sector teams across Technology Services, Digital, Data/AI, and Operations to craft differentiated, value-led proposals.
• Own the full sales lifecycle—from pipeline creation and qualification through deal closure and handoff.
• Expand wallet share across multiple service lines (consulting, technology, operations, digital), driving cross-sell and upsell opportunities.
• Develop and execute a focused account growth strategy aligned to revenue, profitability, and client transformation priorities.
• Maintain a robust pipeline of qualified opportunities; provide accurate forecasting and regular status reporting.
• Manage client expectations effectively throughout the pursuit and closing process to ensure long-term relationship growth and satisfaction.

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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed