Senior Director - Data & AI - GTM

About the RoleThe 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 RoleMarket & Offer StrategyDefine 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 LeadershipOwn 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 & EcosystemDevelop 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 LeadershipWork 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 Experience15+ 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 HaveExisting 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.