Senior Sales Representative (Media and Entertainment)

Capgemini • Brisbane, CA

4d • $88,544 - $207,401

About The Position

The Senior Sales Representative (Business Development Executive) for Media & Entertainment is an experienced, results-oriented sales professional responsible for sourcing, developing, and closing new business opportunities. The role expands Capgemini’s market presence by building strategic client relationships, understanding complex business challenges, and positioning technology, consulting, and transformation solutions. It requires consultative selling, executive presence, autonomy, and collaboration with industry leaders, solution teams, alliance partners, and delivery organizations.

The position focuses on originating and closing net-new business, building trusted executive relationships, developing a qualified sales pipeline, and achieving revenue targets. The successful candidate will sell large-scale enterprise transformation programs and bring expertise across the Media & Entertainment value chain, including advertising sales, rights and royalties management, content operations, distribution, audience monetization, and AI-driven business transformation. The role involves extensive travel as required for client engagements, executive meetings, industry events, and business development activities.

Capgemini describes its sales environment as collaborative and high-performing, with mentorship, coaching, and professional development. 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 receive benefits subject to local policy and eligibility, including paid time off and holidays, medical, dental, and vision coverage, retirement savings plans, life and disability insurance, and employee assistance programs.

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.
• Experience selling large-scale transformation programs across 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 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, including aligning 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 for client engagements, executive meetings, industry events, and business development activities.

Nice To Haves

• Advanced degree preferred.

Responsibilities

• Develop new business opportunities in the Media & Entertainment industry and drive 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 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 winning 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 of new business within assigned accounts.
• Manage client expectations throughout the sales lifecycle, from opportunity development through 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 affecting Media & Entertainment.

Benefits

• Paid time off, with vacation ranging from 12 to 25 days depending on employee grade, plus 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.
• Additional benefits may be available subject to local policy and eligibility.
• 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