LOCATIONThis is an Onsite role based out of Chicago, New York, Dallas, Atlanta .
ROLE OVERVIEW The AI Growth Leader is a senior commercial leadership role in the Scale Agentic Squad, a global team that helps Capgemini's clients navigate and lead in the agentic AI era. The role is accountable for originating and winning transformational AI business with strategic clients, and for making sure the first deals turn into rapid, measurable business value.
Working as one team with country, BU, SBU and GBL colleagues, the AI Growth Leader is the
single-threaded owner for large AI opportunities (typically €10M+ pipeline, €1M+ contract value). The role owns go-to-market execution for AI Big Bets, orchestrates multi-GBL pursuits and partners, and presents one unified Capgemini AI narrative at CXO level. Each Growth Leader is paired with an AI Solution Leader, who owns solution design and architecture, so that every pursuit combines commercial leadership with technical depth.
KEY RESPONSIBILITIES Big Bet origination and orchestration- Proactively identify, shape and close transformational AI opportunities with strategic and platinum accounts, engaging before formal RFP processes
- Own end-to-end deal orchestration from opportunity identification through contract signature and handover to delivery
- Define the integrated offering for each Big Bet with the AI Solution Leader, mapping Capgemini capabilities (e.g. RAISE, AI Factory, data, cloud, sovereign AI) to client objectives
- Qualify rigorously, focusing effort on winnable, high-value pursuits aligned to the strategic account list
One Capgemini AI narrative- Align GTM plays and messaging across I&D, Invent, Cloud and Apps to remove internal competition and client confusion
- Agree a clear GBL role matrix for each Big Bet and create value propositions that draw on the full Capgemini capability set
- Build trusted relationships with Chief AI, Data, Technology and Information Officers, working with the CXO Engagement chapter
Partner integration- Build joint strategies with Hyperscalers (AWS, Microsoft, Google Cloud), data platforms (Databricks, Snowflake) and AI model partners (Anthropic, OpenAI, Mistral, Google)
- Secure partner co-investment, co-sell commitments and funding for proof-of-value sprints and demos
Commercial model innovation- Drive the shift from time-and-materials and staff augmentation towards outcome-based, fixed-price and managed commercial models
- Position AI Factory and product-led propositions as transformational partnerships, accelerating deal cycles to 8-12 weeks
Early value realisation- Hold executive accountability for the transition from sale to first delivered value, sponsoring the product and forward-deployed engineering teams that deliver first AI solutions
- Provide ongoing executive sponsorship as solutions scale, expanding point solutions into enterprise-wide programmes
- Transfer capability to local account and BU teams, so the squad's direct share falls as the wider business converts
EXPERIENCE AND TECHNICAL KNOWLEDGE Background- Senior commercial leadership in a global systems integrator, hyperscaler professional services, AI-native consultancy, enterprise software vendor with an AI practice, or an AI leadership role in industry
- A track record of building and scaling AI or data-driven businesses, with large transformational deals originated and closed
Client relationship experience- Strategic account leadership with €50M+ total relationship value, and long-term trusted-advisor relationships across multiple engagements
- C-suite and board-level engagement on AI strategy and business cases (CAIO, CDO, CTO, CIO, CFO)
- Multi-stakeholder negotiation with procurement, legal and business sponsors
Technical credibility- AI and agentic systems: foundation models and LLMs, RAG, fine-tuning, agentic and multi-agent systems, human-in-the-loop design, and what it takes to run AI in production (LLMOps, evaluation, cost and scale)
- Data and cloud: modern lakehouse and data platforms (Databricks, Snowflake) and hyperscaler AI services (AWS Bedrock and SageMaker, Azure AI Foundry and OpenAI, Google Vertex AI); why the data estate is the constraint on AI value
- Governance and risk: EU AI Act, GDPR, responsible AI, sovereign AI and AI security (e.g. prompt injection), particularly for regulated industries
Certifications (desirable, not required): hyperscaler AI or architecture credentials (AWS, Azure, Google Cloud), Databricks or Snowflake certifications, and TOGAF, CDMP or PMP/PRINCE2.
LEADERSHIP COMPETENCIES Success depends on influence without direct authority in a complex, matrixed organisation. The competencies below distinguish high performers.
Competency What good looks like Executive presence Commands the boardroom; adapts fluidly between business, technical and operational audiences; turns scepticism into engagement; represents Capgemini at industry forums.
Strategic vision Develops 'think big' AI strategies and multi-year roadmaps tied to value drivers; balances near-term revenue with long-term account development.
Connects the dots Translates AI capability into business value (revenue, cost, risk, differentiation); spots dependencies and risks early and addresses them in proposals.
Navigates complexity Networks rapidly across GBLs, countries and functions; makes progress in ambiguity; aligns stakeholders with different incentives towards one goal.
Originates and facilitates Creates demand through thought leadership and unsolicited proposals; sets delivery teams up for success through clear scope and stakeholder alignment.
Industry acumen Deep knowledge of 2-3 priority industries (e.g. FS, MALS, Public Sector, CPRD, EUC); connects horizontal AI to vertical business problems.
Partners with intent Builds trusted relationships with partner sales and technical teams; creates joint value for clients, partners and Capgemini.
SUCCESS MEASURES Area Measures Commercial performance Coverage of assigned strategic and platinum accounts
AI bookings value influenced and enabled; win rate uplift; new logo wins (2-3 per year)
Operational excellence Single-threaded ownership on 100% of Big Bets
Time to first proof of value within 16 weeks
Number and quality of CXO engagements
Strategic impact Outcome-based and non-T&M deals as a share of portfolio (target 40%+)
Partner co-investment secured on 50%+ of Big Bets
GTM plays and integrated offerings adopted by local teams
WORKING ARRANGEMENTS Key interfaces- AI Solution Leader (two-in-a-box partner) and the wider Scale Agentic Squad, including the AI GTM Scale and CXO Engagement chapters
- Country AI leaders, BU and Market Unit leadership, and client account teams
- Strategic Big Deals team (operating within Big Deals governance) and GBL leadership across I&D, Invent, Cloud and Apps
- Partner organisations: Hyperscalers (AWS, Microsoft, Google Cloud), data platforms (Databricks, Snowflake) and AI model partners (Anthropic, OpenAI, Mistral, Google)
The base compensation range for this role in the posted location is
:$200,000-350,000 US/ $200,000-350,000 CA 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
