Senior Director - Data & AI - Life Sciences - GTM

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Job Description

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Capgemini's Insights & Data (I&D) practice is looking for a Go-to-Market (GTM) Leader for Life Sciences, focused on Data and AI offerings. This individual will own the growth agenda for the Life Sciences sector within I&D — shaping the offer portfolio, building the pipeline, leading pursuits, and acting as the primary sales-facing partner between Capgemini's Data & AI capabilities and Life Sciences clients (pharma, biotech, medtech, and related health-adjacent organizations).

This is a hybrid strategy-and-sales leadership role part market-facing hunter, part offer strategist, part orchestrator of delivery and technology partner ecosystems (e.g., cloud hyperscalers, data platform vendors, GenAI/LLM partners).

Your Role

Market & Offer Strategy

• Define and continuously refine the Life Sciences Data & AI go-to-market strategy, including target sub-segments (e.g., R&D, clinical, commercial, supply chain, regulatory/quality) and priority use cases (e.g., real-world evidence, clinical trial analytics, GenAI for medical/regulatory writing, MLOps for drug discovery, master data management).

• Translate emerging trends (GenAI, agentic AI, data mesh, cloud modernization) into differentiated, sellable offers and points of view for Life Sciences clients.

• Partner with the broader I&D offer/CoE teams to localize and package horizontal Data & AI assets for Life Sciences use cases.

Pipeline Generation & Sales Leadership

• Own and drive the Life Sciences Data & AI pipeline qualification, pursuit strategy, deal shaping, and closing, in partnership with account teams and sector sales leads.

• Lead or co-lead RFP/RFI responses, orals, and client workshops; build compelling proposals and business cases.

• Build and maintain relationships with client-side economic buyers (CDAO, Head of R&D IT, VP Commercial Analytics, etc.).

• Track and report on pipeline health, bookings, and revenue against sector targets.

Partnerships & Ecosystem

• Develop and manage relationships with key technology and hyperscaler partners relevant to Life Sciences Data & AI (e.g., AWS, Microsoft, Google Cloud, Databricks, Snowflake, Veeva, and GenAI/LLM providers).

• Represent Capgemini at industry events, client forums, and partner co-sell activities.

Delivery Enablement & Thought Leadership

• Work closely with delivery leadership to ensure offers are deliverable, staffed, and account teams have the right capability mix.

• Produce or sponsor thought leadership (points of view, whitepapers, webinars) establishing Capgemini's credibility in Life Sciences Data & AI.

• Mentor and upskill client-facing teams on Life Sciences-specific data and AI narratives.

Your Skills and Experience

• 15+ Years of experience in consulting, technology sales, or GTM leadership roles, with a significant portion focused on the Life Sciences / Pharma / Biotech / MedTech industry.

• Demonstrated track record of building pipeline and closing large, complex Data & AI engagements (typically $1M+ deal sizes) within Life Sciences.

• Strong working knowledge of Life Sciences data domains and regulatory context (e.g., GxP, 21 CFR Part 11, HIPAA where relevant) — deep technical/regulatory expertise not required, but fluency to engage credibly with client stakeholders is.

• Solid understanding of modern data and AI technology stacks cloud data platforms, data governance, MLOps, and Generative AI/LLM applications.

• Experience working within a matrixed consulting/SI organization, partnering across sales, delivery, and offer/CoE teams.

• Executive presence and strong consultative selling skills; comfortable presenting to C-suite and senior client stakeholders.

• Bachelor's degree required; MBA or advanced degree in a related field preferred.

Preferred / Nice to Have

• Existing network of Life Sciences client relationships and/or hyperscaler/ISV partner relationships.

• Experience with specific Life Sciences platforms (e.g., Veeva, Medidata, IQVIA) or GenAI use cases in R&D/commercial.

• Prior P&L or quota-carrying ownership.

• Pipeline generated and qualified (TCV)

• Bookings / signed revenue against annual target

• Win rate on pursuits led or co-led

• Number of new logos and/or expanded accounts in Life Sciences

• Offer/asset contributions adopted across the sector

The base compensation range for this role in the posted location is $165,520 - $265,200

Capgemini provides compensation range information in accordance with applicable national, state, provincial, and local pay transparency laws. The base compensation range listed for this position reflects the minimum and maximum target compensation Capgemini, in good faith, believes it may pay for the role at the time of this posting. This range may be subject to change as permitted by law.

The actual compensation offered to any candidate may fall outside of the posted range and will be determined based on multiple factors legally permitted in the applicable jurisdiction.

These may include, but are not limited to Geographic location, Education and qualifications, Certifications and licenses, Relevant experience and skills, Seniority and performance, Market and business consideration, Internal pay equity.

It is not typical for candidates to be hired at or near the top of the posted compensation range.

In addition to base salary, this role may be eligible for additional compensation such as variable incentives, bonuses, or commissions, depending on the position and applicable laws.

Capgemini offers a comprehensive, non-negotiable benefits package to all regular, full-time employees. In the U.S. and Canada, available benefits are determined by local policy and eligibility and may include

• 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

Important Notice Compensation (including bonuses, commissions, or other forms of incentive pay) is not considered earned, vested, or payable until it becomes due under the terms of applicable plans or agreements and is subject to Capgemini’s discretion, consistent with applicable laws. The Company reserves the right to amend or withdraw compensation programs at any time, within the limits of applicable legislation.

Disclaimers

Capgemini is an Equal Opportunity Employer encouraging inclusion in the workplace. Capgemini also participates in the Partnership Accreditation in Indigenous Relations (PAIR) program which supports meaningful engagement with Indigenous communities across Canada by promoting fairness, accessibility, inclusion and respect. We value the rich cultural heritage and contributions of Indigenous Peoples and actively work to create a welcoming and respectful environment. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity/expression, age, religion, disability, sexual orientation, genetics, veteran status, marital status or any other characteristic protected by law.

This is a general description of the Duties, Responsibilities and Qualifications required for this position. Physical, mental, sensory or environmental demands may be referenced in an attempt to communicate the manner in which this position traditionally is performed. Whenever necessary to provide individuals with disabilities an equal employment opportunity, Capgemini will consider reasonable accommodations that might involve varying job requirements and/or changing the way this job is performed, provided that such accommodation does not pose an undue hardship. Capgemini is committed to providing reasonable accommodation during our recruitment process. If you need assistance or accommodation, please reach out to your recruiting contact.

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Capgemini is a global business and technology transformation partner, helping organizations to accelerate their dual transition to a digital and sustainable world, while creating tangible impact for enterprises and society. It is a responsible and diverse group of 340,000 team members in more than 50 countries. With its strong over 55-year heritage, Capgemini is trusted by its clients to unlock the value of technology to address the entire breadth of their business needs. It delivers end-to-end services and solutions leveraging strengths from strategy and design to engineering, all fueled by its market leading capabilities in AI, generative AI, cloud and data, combined with its deep industry expertise and partner ecosystem.