Senior Sales Representative (Media and Entertainment)

Capgemini • San Francisco, CA

2d

About The Position

The Senior Sales Representative (Business Development Executive) is responsible for sourcing, developing, and closing new business opportunities in the Media & Entertainment industry. The role develops strategic client relationships, identifies complex business challenges, and positions technology, consulting, digital transformation, and business services solutions. It calls for a consultative sales approach, executive presence, and autonomy in navigating 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 pipeline, and achieve revenue targets. The role focuses on opportunities across the Media & Entertainment value chain, including advertising sales, rights and royalties management, content operations and supply chain, distribution, audience growth and monetization, revenue optimization, and AI-driven transformation. The position offers a collaborative sales environment with mentorship, coaching, and professional development. Extensive travel may be required.

The posted base compensation range is $88,544–$207,401. The role may also be eligible for variable incentives, bonuses, or commissions. Regular full-time employees may be eligible for benefits based on local policy and eligibility, including paid time off, company holidays, personal days, sick leave, medical, dental and vision coverage, retirement savings plans, life and disability insurance, and employee assistance programs.

Requirements

• Bachelor's degree required; advanced degree preferred.
• 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.
• 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 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.
• 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 align client challenges with transformational solutions and measurable business outcomes.
• Documented track record of meeting 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.

Nice To Haves

• Advanced degree.
• Experience selling transformation programs in ERP, infrastructure, applications, cloud, finance and accounting, operations, digital transformation, or managed services.

Responsibilities

• Develop new business opportunities in the Media & Entertainment industry and drive the full sales lifecycle.
• Originate, qualify, shape, and close net-new opportunities across strategic accounts.
• Build and cultivate executive relationships with C-level business and technology leaders.
• 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, managed services, and other teams to develop differentiated pursuits, value propositions, and proposals.
• Work with solution teams across Technology Services, Cloud, Data & AI, Applications, Operations, Consulting, and Managed Services to develop and win new business.
• Increase opportunities across service lines and take accountability for qualification, pursuit strategy, and closure 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, profitability, and customer satisfaction.
• 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 Media & Entertainment.

Benefits

• Paid time off, including vacation of 12–25 days depending on employee grade, company-paid holidays, personal days, and sick leave.
• 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.
• Potential eligibility for variable incentives, bonuses, or commissions.

What This Job Offers

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