Data & AI GTM Leader

Data & AI GTM Leader1**About the role** Jade Global is hiring a senior Data & AI Go-To-Market Leader to own strategy, commercialization and revenue growth for our Data, Analytics and AI services in the US. This leader will carry a bookings target, build qualified pipeline with Sales, lead data presales, and grow joint business with our ISV partners. The role sits at the intersection of client advisory and commercial ownership. You will shape offerings, win deals, and turn partner relationships into repeatable revenue across platforms such as Snowflake, Databricks, Boomi and the major cloud hyperscalers. **Key responsibilities** **Strategy, commercialization and revenue growth** - Define and execute the US go-to-market strategy for Data, Analytics and AI services, aligned to Jade's service-line plan. - Set the offering strategy and investment priorities across data modernization, cloud data platforms, analytics, GenAI and agentic AI, and data governance. - Identify target industries, accounts and buyer personas; build the business case and ROI narratives for each. - Track market, competitor and partner trends and feed them into the offering roadmap. **Solutions and GTM offerings** - Conceive, build and launch Data & AI solutions and offerings end to end: problem framing, architecture, delivery approach, pricing and sales collateral. - Create a portfolio of productized offerings, such as data modernization and migration factories, lakehouse and data platform blueprints, GenAI and agentic AI accelerators, AI readiness assessments, data governance and FinOps offerings. - Build reusable IP: reference architectures, accelerators, frameworks, demo environments and industry use-case libraries. - Co-create joint solutions with ISV partners and list them on partner marketplaces where it makes sense. - Take each offering from idea to market: pilot with lighthouse clients, capture case studies, then scale through Sales and partners. - Review offering performance (pipeline, wins, margin) and retire or refresh offerings based on market demand. **Technology leadership** - Serve as the US technology face of the Data & AI practice with clients, partners, analysts and the market. - Set technical direction for the practice: platform choices, architecture standards, and adoption of emerging AI technologies. - Lead an innovation agenda: evaluate new tools and models, run internal pilots, and turn what works into offerings. - Guide solution architects and delivery leads on complex designs, and act as escalation point on critical technical decisions. - Build thought leadership through point-of-view papers, blogs, webinars and speaking at industry and partner events. - Grow the practice's technical bench: define skills roadmaps, certifications and career paths for architects and presales. **GTM motion for Data, Analytics and AI** - Run the end-to-end GTM motion: campaigns, account plans, sales plays and enablement, with Marketing and Sales. - Equip account executives with positioning, battle cards, case studies and demo assets. - Represent Jade at industry events, partner summits and executive roundtables to build brand and demand. **Data presales** - Lead data and AI presales: discovery, solution architecture, estimates, proposals, RFP responses and orals. - Build and mentor a presales and solution architect bench; set standards for solution quality and reuse. - Shape deals with Delivery to make sure what is sold is deliverable, priced right and margin-accretive. **ISV partnership management** - Own relationships with key data and AI ISVs (e.g., Snowflake, Databricks, Boomi, hyperscalers) at field and leadership levels. - Build joint GTM plans: co-sell, partner-sourced pipeline, marketplace, funding programs and certifications. - Drive partner tier progression, competency attainment and partner-influenced revenue. **Pipeline and revenue ownership** - Own the annual bookings target for Data & AI in the US, jointly with Sales leadership. - Build and manage a healthy pipeline (coverage, stage progression, win rates) with accurate forecasting. - Grow existing accounts through cross-sell and upsell, and open new logos. **Advisory and deal support** - Act as a trusted advisor to CXOs (CIO, CDO, CDAO, CFO) on data strategy, AI adoption and platform choices. - Lead workshops, assessments and proofs of value that convert into larger programs. - Support deal reviews, commercial negotiations and contracting for strategic pursuits. **How success is measured** Area Measure Revenue Bookings vs. annual target; Data & AI revenue growth (YoY) Pipeline Qualified pipeline coverage (3x+), win rate, average deal size Partners Partner-sourced and co-sell pipeline; tier and competency progression Presales Proposal turnaround, solution reuse, presales-to-win conversion Accounts New logos; expansion within top accounts Margin Gross margin on deals shaped **Technical depth expected** This is a technically credible leader, not a pure sales role. You should be able to whiteboard an architecture with a client's chief architect, challenge a partner's solution design, and validate effort estimates without leaning on others. Area What you should know well Data platforms Lakehouse and warehouse architectures (Snowflake, Databricks, BigQuery, Redshift, Microsoft Fabric/Synapse); medallion design, performance and cost (FinOps) trade-offs Data engineering & integration Batch and streaming pipelines (Spark, Kafka, dbt, Airflow), CDC, iPaaS and API-led integration (Boomi, MuleSoft), ERP/CRM data extraction (SAP, Oracle, Salesforce) Data management & governance Data modeling, MDM, data quality, catalog and lineage (Unity Catalog, Collibra, Alation), security, privacy and regulatory controls Analytics & BI Semantic layers, self-service BI (Power BI, Tableau, Looker), KPI frameworks and embedded analytics AI/ML & MLOps ML lifecycle, feature stores, model deployment and monitoring (MLflow, SageMaker, Azure ML, Vertex AI) Generative & agentic AI LLMs, RAG, vector databases, prompt and context engineering, AI agents and orchestration frameworks, evaluation and guardrails Responsible AI AI governance, model risk, explainability, and compliance with emerging AI regulations Cloud Reference architectures on AWS, Azure and GCP; migration and modernization patterns; cost estimation **Expected to:** - Lead technical discovery and translate business problems into target-state architectures and roadmaps. - Review and sign off on solution designs, estimates and assumptions in proposals. - Run or oversee proofs of conce