Role - Portfolio Growth >M Lead - Data, AI & Alliances (Financial Services)
Location - NY / NJ (Day One Onsite - Hybrid)
Duration - Fulltime
Position Summary
- The Portfolio Growth & GTM Lead (Financial Services) spearheads commercial sales expansion, bespoke deal curation, and Go-To-Market (GTM) strategy for the Cloud Data & AI practice across our Banking and Insurance portfolio.
- Built on a 12+ year ground-up technical career path, this role requires a professional who can switch effortlessly between commercial negotiation and deep architectural design. You must possess the hands-on technical authority to independently command deep-dive technical discussions with client Enterprise Architects, Principal Engineers, and Chief Data Officers (CDOs).
- Rather than relying on pre-sales engineers to carry the technical conversation, you will personally white-board, challenge, and shape cloud data and AI architectures.
- You will use this technical credibility to co-sell with ecosystem partners (AWS/GCP and Databricks), collaborate with internal industry Business Units (BUs), and systematically mine complex financial services accounts.
Key Responsibilities
1. Hands-On Technical Discussion & Architecture Leadership
- Command Technical Conversations: Independently lead technical deep-dives, white-boarding sessions, and architecture reviews with client enterprise architects, data engineering leads, and cloud infrastructure teams.
- Challenge and Validate Stacks: Critically evaluate legacy financial data environments and architect modern target states, confidently defending design decisions around data streaming, partition strategies, governance, and model serving.
- Bridge Tech and Business: Translate complex financial business imperatives (e.g., real-time credit scoring, fraud detection, actuarial modeling) directly into robust technical blueprints.
2. FS-Specific Deal Curation & Sales Execution
- Lead Complex Pursuits: Drive the commercial lifecycle for modern cloud data migrations, enterprise lakehouses, and AI initiatives tailored to tier-1 and regional banks, wealth managers, and insurance carriers.
- Curate Bespoke Financial Solutions: Personally author and structure high-impact technical proposals and SOWs that address industry-critical workloads (e.g., core legacy modernization, regulatory reporting, customer 360, claims automation).
- Hold the Commercial Thread: Act as the single guiding deal owner from initial partner mapping through technical solution shaping, pricing strategy, commercial negotiations, and contract closure.
3. GTM Strategy & Industry Offer Incubation
- Build Repeatable FS GTM Offers: Package core practice capabilities into domain-centric, market-ready offerings (e.g., Oracle or MongoDB-to-Databricks migration blueprints for core banking, Salesforce Data Cloud integration frameworks on AWS/GCP, or AI-driven underwriting data pipelines).
- Collaborate Across Internal Industry BUs: Partner closely with Financial Services vertical leaders, core banking/insurance account executives, and client partners to position and embed Cloud Data & AI services into enterprise-wide transformation bids.
4. Alliance Co-Selling & Active Account Mining
- Monetize Partner Relationships: Cultivate deep, field-level relationships with Partner Sales Managers (PSMs), Partner Solution Architects (PSAs), and financial services industry leads at AWS or GCP and Databricks.
- Systematic Account Expansion: Proactively analyze data architectures within existing banking and insurance accounts to uncover follow-on opportunities (e.g., expanding an initial lakehouse pilot into enterprise feature stores, model governance, or real-time payment ingestion).
Required Qualifications
- Experience: 12+ years of total IT professional services, systems integration, or technology consulting experience, with a dual track record in technical architecture and commercial deal origination.
- Command-Level Technical Depth & "Ground-Up" Pedigree:
- Relational Database Expertise: Proven hands-on career background developing, tuning, and modernizing complex data environments built on Oracle (e.g., Oracle RAC, PL/SQL, Exadata, legacy banking core databases).
- NoSQL Document Store Expertise: Practical experience designing and optimizing operational or transactional data layers utilizing MongoDB (e.g., sharding, indexing, aggregation frameworks for financial apps).
- Customer Data & Hyper-Personalization: Comprehensive architectural understanding of Salesforce Data Cloud (formerly Genie/CDP), including data ingestion, identity resolution, activation, and harmonizing CRM data with downstream lakehouses.
- Cloud Ecosystems: Extensive experience architecting, sizing, and deploying production-grade data infrastructure on either Amazon Web Services (AWS) or Google Cloud Platform (GCP).
- Databricks Mastery: Deep technical and architectural fluency with Databricks (Delta Lake, Unity Catalog, Lakehouse architectures, Spark optimization, structured streaming).
- Modern AI Fluency: Conceptual and practical understanding of modern AI/ML patterns relevant to FS (e.g., vector search for regulatory document synthesis, fraud detection feature stores, LLM data governance).
- Domain Expertise (Banking & Insurance):
- In-depth understanding of financial services data challenges, patterns, and compliance requirements (e.g., BCBS 239, CCAR, AML/KYC, IFRS 17, Solvency II, PCI-DSS, or data lineage/governance mandates).
- Alliance & Co-Selling Track Record: Demonstrated success partnering with hyperscalers (AWS or GCP) and ISVs (Databricks) to source, co-sell, and close partner-led services contracts.
- Commercial Deal Crafting: Proven track record of structuring, pricing, and closing multi-million-dollar data services SOWs across varying commercial models (T&M, fixed fee, milestones).
Preferred Qualifications
- Prior career progression as a Lead Data Engineer, Principal Data Architect, or Technical Director who successfully pivoted into Solution Sales, Practice Growth, or Commercial Deal Leadership.
- Professional-level technical certifications across AWS, GCP, Databricks, Oracle, MongoDB, or Salesforce.
Life At Capgemini
Capgemini supports all aspects of your well-being throughout the changing stages of your life and career. For eligible employees, we offer:
- Flexible work
- Healthcare including dental, vision, mental health, and well-being programs
- Financial well-being programs such as 401(k) and Employee Share Ownership Plan
- Paid time off and paid holidays
- Paid parental leave
- Family building benefits like adoption assistance, surrogacy, and cryopreservation
- Social well-being benefits like subsidized back-up child/elder care and tutoring
- Mentoring, coaching and learning programs
- Employee Resource Groups
- Disaster Relief
Disclaimer
Capgemini is an Equal Opportunity Employer encouraging diversity in the workplace. 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 accommodations do not pose an undue hardship.
Capgemini is committed to providing reasonable accommodations during our recruitment process. If you need assistance or accommodation, please reach out to your recruiting contact.
Click the following link for more information on your rights as an Applicant http://www.capgemini.com/resources/equal-employment-opportunity-is-the-law
Salary Transparency
Capgemini discloses salary range information in compliance with state and local pay transparency obligations. The disclosed range represents the lowest to highest salary we, in good faith, believe we would pay for this role at the time of this posting, although we may ultimately pay more or less than the disclosed range, and the range may be modified in the future. The disclosed range takes into account the wide range of factors that are considered in making compensation decisions including, but not limited to, geographic location, relevant education, qualifications, certifications, experience, skills, seniority, performance, sales or revenue-based metrics, and business or organizational needs. At Capgemini, it is not typical for an individual to be hired at or near the top of the range for their role. The base salary range for the tagged location is $180000 to $250000 /yearly.
This role may be eligible for other compensation including variable compensation, bonus, or commission. Full time regular employees are eligible for paid time off, medical/dental/vision insurance, 401(k), and any other benefits to eligible employees.
Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, or any other form of compensation that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.
