I&D Sales Professional - Databricks

Your New Role Overview

Capgemini's Insights & Data business is seeking several experienced Specialist Sales Leads to accelerate growth through our strategic technology partner ecosystem.

Each Specialist Sales Lead will be aligned to one strategic partner:

• Microsoft
• AWS
• Google Cloud
• Databricks
• Snowflake

The role is responsible for creating new consulting and technology-services revenue by identifying client opportunities, building joint propositions, securing partner investment and leading co-sell activities.

Rather than owning a client portfolio, the Specialist Sales Lead owns a partner growth territory and works across all industries, client accounts and market units to generate incremental revenue and pipeline.

This is a senior individual contributor role carrying a personal revenue target and operating at the intersection of partner sales, data and AI transformation, cloud platforms and consulting services.

Purpose of the Role

The Specialist Sales Lead is responsible for converting partner relationships, partner demand, partner investment and market opportunities into profitable consulting and technology-services revenue.

The role acts as the commercial leader for the assigned partner ecosystem, helping Capgemini identify opportunities that would otherwise not exist, creating new client conversations and accelerating revenue growth through joint sales activity.
The role works collaboratively with client account leadership, industry specialists, architects, consulting teams and delivery teams while retaining accountability for partner-led pipeline creation and commercial progression.

The Focus Of Your Role

Partner Growth and Revenue Creation

• Deliver an agreed annual revenue target through the creation and conversion of partner-led opportunities.
• Develop and execute a strategic growth plan for the assigned technology partner.
• Identify whitespace opportunities within existing and target client accounts.
• Build qualified pipeline through partner account teams, industry relationships, joint campaigns and direct market engagement.
• Create opportunities that combine Capgemini consulting, engineering, AI, analytics and transformation capabilities with partner technologies.
• Lead commercial pursuits from qualification through to contract signature.

Partner Relationship Management

• Build trusted relationships with senior partner stakeholders across sales, alliances, technical specialists and leadership teams.
• Develop deep knowledge of the partner's sales organisation, commercial priorities and strategic objectives.
• Understand how partner teams are measured and how Capgemini can help them achieve their targets.
• Act as the primary commercial interface between the UK Insights & Data business and the assigned partner.
• Establish regular partner governance, account planning and opportunity reviews.

Client Opportunity Development

• Work with client account teams to identify and pursue opportunities aligned to partner technologies.
• Build joint propositions and business cases.
• Secure joint funding, assessments, proofs of concept and innovation investments where appropriate.
• Bring together relevant consulting, sales, solutioning and delivery teams.
• Develop compelling client value propositions focused on business outcomes.
• Support executive client engagement activities and strategic account planning.

Commercial Leadership

• Own opportunity qualification and progression.
• Maintain accurate pipeline, forecasting and opportunity reporting.
• Ensure opportunities are commercially viable and support profitable growth.
• Improve partner-led win rates and conversion performance.
• Support commercial negotiations and contract-signature activities.
• Ensure effective handover into delivery following contract award.

Territory Structure

Each Specialist Sales Lead will:

• Align to one strategic technology partner.
• Operate across all UK industries and market units.
• Carry an individual revenue target.
• Create and manage their own qualified pipeline.
• Work alongside client ownership teams and account leaders.
• Be accountable for creating incremental growth opportunities and revenue.

The partner is the territory.

The role does not own client accounts or account plans but is expected to influence growth across a broad portfolio of strategic clients through partner-led opportunities.

What You'll Bring

Essential

• Minimum 10 year's experience in enterprise technology sales, consulting sales, business development or partner sales.
• Demonstrated track record of generating multi-million-pound consulting or services revenue.
• Experience working with one or more strategic technology partners.
• Existing network within the selected partner ecosystem.
• Experience leading complex enterprise sales pursuits.
• Strong understanding of cloud, data, analytics and AI markets.
• Ability to engage effectively with both technical and business stakeholders.
• Experience working collaboratively across sales, pre-sales, consulting and delivery teams.

Preferred

• Previous experience at AWS, Microsoft, Google Cloud, Databricks, Snowflake or a major systems integrator.
• Experience securing partner funding and co-investment.
• Experience with marketplace sales motions and cloud-consumption models.
• Existing executive-level relationships within partner organisations.
• Understanding of large-scale data transformation and AI programmes.

Skills and Capabilities

The successful candidate will demonstrate:

Strong commercial acumen.

• Excellent opportunity qualification skills.
• Ability to create demand rather than respond to demand.
• Deep understanding of the assigned partner's business model.
• Strong executive communication and influencing skills.
• Ability to navigate complex organisations.
• Forecasting and pipeline management discipline.
• Ability to build and sustain strategic partnerships.
• Strong collaboration skills across multiple teams and organisational boundaries.

Partner-Specific Variants

Specialist Sales Lead - Microsoft
Focus areas include Azure, Microsoft Fabric, Power BI, Data Governance, AI-ready Data and Agentic solutions.

Specialist Sales Lead - AWS
Focus areas include Data Modernisation, Analytics, AI, Migration, Marketplace and Cloud Adoption.

Specialist Sales Lead - Google Cloud
Focus areas include BigQuery, Vertex AI, Gemini, Data Platforms and AI Industrialisation.

Specialist Sales Lead - Databricks
Focus areas include Lakehouse Modernisation, Data Engineering, Analytics and AI Platforms.

Specialist Sales Lead - Snowflake
Focus areas include Data Cloud, Analytics, AI, Governance and Platform Optimisation.

Additional Info