Senior Sales Representative (Media and Entertainment)

Capgemini • San Francisco, CA

3d

About The Position

Capgemini is seeking a Senior Sales Representative (Business Development Executive) to originate, develop, and close new business opportunities in the Media & Entertainment sector. The role focuses on expanding Capgemini’s market presence by developing strategic client relationships, understanding complex business challenges, and positioning technology, consulting, and transformation solutions. The sales professional operates with a high degree of autonomy and collaborates with industry leaders, subject matter experts, solution teams, alliance partners, executives, and delivery organizations to build compelling pursuits and secure high-value engagements.

The role uses a consultative selling approach and requires executive presence and the ability to navigate complex enterprise environments. The successful candidate will develop opportunities across the Media & Entertainment value chain, including advertising sales, rights and royalties management, content operations and supply chain, distribution, audience growth and monetization, and revenue optimization. They will also pursue AI-led transformation initiatives focused on efficiency, automation, business process modernization, margin improvement, and growth. Success is measured by originating and closing net-new business, building trusted executive relationships and a qualified pipeline, and achieving revenue and bookings targets.

Capgemini describes its sales environment as collaborative and high-performing, with mentorship, coaching, professional development, resources, industry expertise, and executive support. The position may require extensive travel for client engagements, executive meetings, industry events, and business development activities.

The posted base compensation range is $88,544–$207,401. The role may also be eligible for variable incentives, bonuses, or commissions. Benefits for regular full-time employees in the U.S. and Canada may include paid time off, holidays, personal days, sick leave, medical, dental and vision coverage, retirement savings plans, life and disability insurance, and employee assistance programs, subject to local policy and eligibility.

Requirements

• Bachelor’s degree required.
• Extensive experience serving clients in the Media & Entertainment industry.
• At least 8 years of enterprise sales and business development experience selling technology, consulting, digital transformation, or business services solutions.
• 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 track record of achieving or exceeding multi-million-dollar annual sales quotas and closing large, complex enterprise deals.
• Ability to generate organic revenue growth through prospecting, relationship development, networking, and strategic business development activities.
• Experience building and maintaining executive-level relationships across business, operations, and technology organizations.
• Proven ability to originate and close net-new business opportunities within large enterprise accounts.
• Strong consultative selling skills and ability to connect client business challenges with transformational solutions and measurable 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.

Nice To Haves

• Advanced degree preferred.

Responsibilities

• Develop new business opportunities in the Media & Entertainment industry and drive the full sales lifecycle, using Capgemini 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 at targeted organizations.
• Identify opportunities across 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 Technology Services, Cloud, Data & AI, Applications, Operations, Consulting, and Managed Services teams to develop and win new business.
• Increase opportunities across service lines and take accountability for qualification, pursuit strategy, and closure of 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 growth to meet revenue, profitability, and customer satisfaction objectives.
• Develop and lead account plans and forecasts, and provide regular pipeline and opportunity updates.
• Stay current on industry trends, AI innovations, business challenges, and competitive dynamics affecting the Media & Entertainment sector.
• Travel as required for client engagements, executive meetings, industry events, and business development activities.

Benefits

• Paid time off, including vacation of 12–25 days depending on employee grade, company-paid holidays, personal days, and sick leave, subject to policy.
• Medical, dental, and vision coverage, or provincial healthcare coordination in Canada, subject to local policy and eligibility.
• 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 position and applicable laws.

What This Job Offers

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