Senior Director Data & AI Life Sciences - GTM

Job Description

About the job youre considering

client is 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 client 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 Capgeminis 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.
Bachelors 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