Business Development Partner (Hospitality and Media)

Choosing Capgemini means choosing a company where you will be empowered to shape your career in the way you’d like, where you’ll be supported and inspired by a collaborative community of colleagues around the world, and where you’ll be able to reimagine what’s possible. Join us and help the world’s leading organizations unlock the value of technology and build a more sustainable, more inclusive world.

About the job you’re considering

Preferred Location(s):  Orlando, FL, New York, New Jersey

Drive new business growth within a strategic, large-scale existing account by identifying and penetrating untapped (“white space”) opportunities across the Experience, Parks, and Hospitality segments. This is a high-impact hunter role focused on expanding footprint beyond current engagement areas through AI-led and digital transformation initiatives.Lead the end-to-end sales process—leveraging internal industry, data, AI, and technology experts—to originate, shape, and close new opportunities within the account.

Your role 

• Identify, develop, and close new business opportunities within under-penetrated segments of a large, strategic Hospitality & Media client, with a strong focus on experiential/parks ecosystems.

• Actively hunt for white-space opportunities by engaging new buyer groups and stakeholders not currently served, including opportunities driven by automation, data, and AI-enabled transformation.Originate and qualify leads through networking, industry connections, events, and targeted outreach; build trusted relationships with senior and C-level stakeholders.

• Position data, AI, and digital solutions (including automation, personalization, and operational optimization) to drive measurable business outcomes.Collaborate closely with solutions, delivery, and sector teams across Technology Services, Digital, Data/AI, and Operations to craft differentiated, value-led proposals.Own the full sales lifecycle—from pipeline creation and qualification through deal closure and handoff.

• Expand wallet share across multiple service lines (consulting, technology, operations, digital), driving cross-sell and upsell opportunities.Develop and execute a focused account growth strategy aligned to revenue, profitability, and client transformation priorities.Maintain a robust pipeline of qualified opportunities; provide accurate forecasting and regular status reporting.

• Manage client expectations effectively throughout the pursuit and closing process to ensure long-term relationship growth and satisfaction.

Your skills and experience

• Extensive experience in Hospitality, Media, and/or experience-led industries (e.g., theme parks, entertainment, large-scale venue operations).
• 10+ years of enterprise sales/business development experience in IT services, digital transformation, and business services.
• Demonstrated success in hunter roles, with a proven ability to generate organic growth within large strategic accounts by opening new buying centers.
• Strong understanding of AI, automation, analytics, and digital transformation trends, with the ability to translate them into business value.
• Proven track record of consistently exceeding annual sales targets.
• Experience building and managing relationships with senior executives across complex organizations.
• Ability to navigate large, matrixed client environments and uncover opportunities beyond the incumbent footprint.
• Proven ability to work cross-functionally and lead deal teams to structure and close complex engagements.
• Willingness to travel as needed to build strong, in-person client relationships.

The base compensation range for this role in the posted location is $88,544 - $281,842

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.

Please be aware that Capgemini may capture your image (video or screenshot) during the interview process and that image may be used for verification, including during the hiring and onboarding process.

Click the following link for more information on your rights as an Applicant in the United States.  

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.