Senior Sales Representative (Media and Entertainment)

Capgemini • Santa Clara, CA

5d • $88,544 - $207,401

About The Position

Capgemini is hiring an experienced, results-oriented Business Development Executive to source, develop, and close new business opportunities in the Media & Entertainment industry. The role is responsible for expanding Capgemini’s market presence by developing strategic client relationships, understanding complex business challenges, and positioning technology, consulting, and transformation solutions. It requires a consultative selling approach, strong executive presence, and the ability to operate autonomously in complex enterprise environments while collaborating with industry leaders, solution teams, alliance partners, and delivery organizations.

The successful candidate will originate and close net-new business, build trusted executive relationships, develop a qualified sales pipeline, and achieve revenue targets. The role focuses on enterprise transformation and opportunities across the Media & Entertainment value chain, including advertising sales, rights and royalties management, content operations, distribution, audience monetization, and AI-driven business transformation. Capgemini describes its sales environment as collaborative and high-performing, with mentorship, coaching, professional development, and resources to support client impact and career growth.

Requirements

• Bachelor’s degree required.
• 8 or more years of enterprise sales and business development experience selling technology, consulting, digital transformation, or business services solutions.
• Extensive experience serving clients in the Media & Entertainment industry.
• Proven experience selling large-scale transformation programs across areas such as ERP, infrastructure, applications, cloud, finance and accounting, operations, digital transformation, or managed services.
• Strong understanding of the Media & Entertainment value chain, including advertising sales, rights management, royalties, content operations, content distribution, audience monetization, and revenue optimization.
• Demonstrated success identifying, developing, and selling AI, automation, analytics, and business transformation initiatives.
• Consistent record of achieving and exceeding multimillion-dollar annual sales quotas and closing large, complex enterprise deals.
• Ability to demonstrate organic revenue generation through prospecting, relationship development, networking, and strategic business development.
• Experience building and maintaining executive-level relationships across business, operations, and technology organizations.
• Proven ability to originate and close net-new business in large enterprise accounts.
• Strong consultative selling skills, including the ability to connect client business challenges to transformational solutions and measurable business outcomes.
• Documented record of achieving annual sales quotas and delivering year-over-year revenue growth.
• Exceptional communication, presentation, negotiation, and executive influencing skills.
• Ability to collaborate effectively across global teams, business units, service lines, and delivery organizations.
• Strong business acumen and understanding of emerging technologies, digital transformation trends, and AI-driven business innovation.
• Ability to travel extensively as required for client engagements, executive meetings, industry events, and business development activities.

Nice To Haves

• Advanced degree.

Responsibilities

• Develop new business opportunities in the Media & Entertainment industry and manage the full sales lifecycle, leveraging subject matter experts, industry specialists, and executives as needed.
• Originate, qualify, shape, and close net-new opportunities across strategic Media & Entertainment accounts.
• Build and cultivate executive relationships with C-level business and technology leaders.
• Identify opportunities in advertising sales, rights management, royalties, content operations, content supply chain, distribution, audience growth, and revenue optimization.
• Develop AI-led transformation opportunities focused on efficiency, automation, business process modernization, operating margin improvement, and business growth.
• Partner with industry, consulting, technology, engineering, and managed services teams to develop differentiated pursuits, value propositions, and proposals.
• Collaborate with teams across Technology Services, Cloud, Data & AI, Applications, Operations, Consulting, and Managed Services to build and win a pipeline of new business.
• Increase opportunities across service lines and take accountability for qualification, pursuit strategy, and closing new business within assigned accounts.
• Manage client expectations throughout opportunity development, contract negotiations, and deal closure.
• Maintain and convert a qualified pipeline into profitable revenue growth while achieving annual bookings and sales targets.
• Provide strategic direction and drive client business growth, profitability, and customer satisfaction.
• Develop and lead account plans and forecasts and provide regular pipeline and opportunity status updates.
• Stay current on industry trends, AI innovations, business challenges, and competitive market dynamics in the Media & Entertainment sector.

Benefits

• Paid time off, including vacation, company-paid holidays, personal days, and sick leave; vacation allotment varies by employee grade.
• Medical, dental, and vision coverage, or provincial healthcare coordination in Canada.
• Retirement savings plans, such as a 401(k) in the U.S. or RRSP in Canada.
• Life and 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