Senior Director - Data & AI - GTM

About the Role

The client’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 the client’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, and part orchestrator of delivery and technology partner ecosystems (e.g., cloud hyperscalers, data platform vendors, and 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, and 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 the client 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 the client’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 is not required, but fluency to engage credibly with client stakeholders is essential.
• 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.

Key Performance Indicators (KPIs)

• 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.