Data & AI - Life Sciences - GTM Lead

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Location

Must be local or willing to relocate to New York

About the Job You're Considering

Capgemini’s Insights & Data (I&D) practice is seeking a Life Sciences Data & AI Go-to-Market (GTM) Leader to drive growth, sales, and market expansion across the Pharmaceuticals, Biotechnology, MedTech, and Healthcare sectors.

This GTM leadership role is responsible for shaping and executing the Life Sciences Data & AI go-to-market strategy, developing industry-focused offerings, leading complex pursuits, building executive client relationships, and driving revenue growth. The role combines business development, offer strategy, partner ecosystem leadership, and thought leadership to position Capgemini as a trusted advisor in Data, Analytics, AI, and Generative AI transformation.

Capgemini’s 30,000-person strong Insights and Data practice builds platforms for disruptive business models & new market growth and realizes business value for our clients through AI, data and analytics. Our Insights & Data Global Business Line partners with our clients to identify, build and carry through transformation programs that improve growth and sharpen competitive edge on a long-term basis. Our teams bring industry, process and technology expertise and methods, tools and experience for advancing global, complex deployments.

Our Americas practice has an aggressive growth trajectory and as a premier partner of many of the key technology players, we are positioned to achieve that growth quickly. Our growth ambition and collaborative approach to working with clients combine to create a business culture that allows new colleagues to dive right in and become an integral part of the team immediately. The entrepreneurial working style and size of our practice allows you to create a name for yourself, shine early on and have a significant impact on our clients and on our company

A GTM Lead manages a team of salespeople within a defined industry sector, business line and/or geography. He/she also personally supports salespeople in driving sales opportunities from detection to closure, helping them find internally the relevant resources they may need. He/She is accountable for the quality of sales data and provides accurately sales forecast consolidating a vision of his team sales activity, according to a budget he sets up to each sales individual He takes care of the motivation of his teams and support its members in defining and achieve their professional develpment. Masters negotiations and consulting skills e.g., ASE to align clients and sponsors in the closing of a deal Is able to negotiate at CxO level for strategic deals Goes beyond closing deals and tries to build long term relationships with clients, acting as an advisor vs. salesperson Thinks big deals and mega deals shaping to meet new expectations and create value for both the client and Capgemini, but also being comfortable with walking away from unqualified deals Clearly communicates expectations towards sales team members, supports in finding sales opportunities, creates the conditions to success and manages commitment

Your Role

• Define and execute the Life Sciences Data & AI growth strategy across R&D, Clinical, Commercial, Supply Chain, Regulatory, and Quality functions.
• Develop and position differentiated offerings leveraging Data & AI, Generative AI, Agentic AI, Data Management, Cloud Modernization, and Advanced Analytics.
• Own the sales lifecycle, including pipeline generation, opportunity qualification, pursuit strategy, proposal development, executive presentations, and deal closure.
• Lead strategic pursuits and support RFP/RFI responses, client workshops, and business case development.
• Build trusted advisor relationships with executive stakeholders including Chief Data & Analytics Officers, Digital Transformation leaders, R&D IT leadership, and Commercial Analytics executives.
• Collaborate with account teams, delivery leadership, and Centers of Excellence to align solutions, talent, and delivery capabilities.
• Develop and manage strategic alliances with technology partners including Microsoft, AWS, Google Cloud, Databricks, Snowflake, Veeva, and emerging GenAI ecosystem partners.
• Represent Capgemini at industry conferences, partner events, client forums, and thought leadership initiatives.
• Create industry points of view, whitepapers, and executive content showcasing Capgemini’s Data & AI capabilities within Life Sciences.
• Mentor and enable client-facing teams on Life Sciences Data & AI trends, solutions, and market positioning.

Your Skills and Experience

• 15+ years of experience in consulting, technology sales, business development, solution sales, or go-to-market leadership.
• Significant experience within the Life Sciences industry, including Pharmaceuticals, Biotechnology, MedTech, or Healthcare.
• Proven success building pipeline and closing large-scale Data & AI, Analytics, Cloud, and AI transformation engagements, typically valued at $1M+.
• Strong understanding of Life Sciences business processes and regulatory frameworks, including GxP, 21 CFR Part 11, HIPAA, and data compliance considerations.
• Experience selling and positioning solutions across:
• Data & Analytics
• Cloud Data Platforms
• Data Governance & Master Data Management
• Artificial Intelligence & Machine Learning
• Generative AI & Large Language Models
• MLOps and Data Modernization
• Strong consultative selling, executive relationship management, negotiation, and presentation skills.
• Demonstrated ability to work across sales, delivery, partner, and solution organizations in a matrixed global consulting environment.
• Experience developing strategic partnerships and co-sell motions with cloud hyperscalers and technology vendors.
• Bachelor's degree required; MBA or advanced degree preferred.

Preferred Qualifications

• Established network of Life Sciences client relationships and executive decision-makers.
• Experience with industry platforms such as Veeva, Medidata, IQVIA, or other Life Sciences data ecosystems.
• Experience leading Data & AI initiatives supporting clinical development, drug discovery, commercial analytics, real-world evidence, regulatory operations, or supply chain transformation.
• Previous quota-carrying sales leadership, practice leadership, or P&L responsibility.
• Strong knowledge of emerging technologies including Generative AI, Agentic AI, Data Mesh, Modern Data Platforms, and Cloud-native analytics solutions.

The base compensation range for this role in the posted location is $117,930 - $223,591

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. http://www.capgemini.com/resources/equal-employment-opportunity-is-the-law

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.