About this role
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 concept and proofs of value, including GenAI pilots.
- Stay current through hands-on exploration of new platform and AI capabilities, and hold or obtain relevant certifications.
Qualifications
Required
- 15–20 years in data, analytics and AI, with at least 7 years in GTM, presales, practice or sales leadership at an IT services or consulting firm.
- Proven record of owning and exceeding a services bookings target (typically $ 20M+ annually) in the US market.
- Strong technical foundation in data and AI, ideally with an early career as a data engineer, architect or solution architect; able to go deep on the areas in Technical depth expected.
- Experience building and running ISV and hyperscaler partnerships, including co-sell and partner funding programs.
- Track record of leading complex, multi-million-dollar pursuits from qualification to close.
- Strong executive presence; comfortable advising CXOs and presenting to boards.
- Bachelor's degree in Engineering, Computer Science or a related field.
Preferred
- Based in the Bay Area, with an established network among enterprise data and AI buyers.
- Industry depth in one or more of: Hi-Tech, Life Sciences/Healthcare, Manufacturing, HiTech.
- Experience scaling an offshore/global delivery model.
- MBA or equivalent; partner certifications (AI, Snowflake, Databricks, cloud) are a plus.
Core competencies
- Commercial ownership: thinks in bookings, pipeline and margin.
- Solution and technology leadership: sets technical direction and turns client problems and emerging tech into well-scoped, deliverable offerings.
- Partner orchestration: builds trust with ISV field and leadership teams.
- Executive influence: credible with CXOs, clear in writing and in the room.
- Team building: hires, mentors and scales presales and GTM talent.
- Collaboration: works across Sales, Delivery, Alliances, Marketing and Finance.
What we offer
- A senior, high-visibility role shaping Jade Global's Data & AI growth in the US.
- Close partnership with leadership and strong ISV relationships to build on.
- Competitive base salary plus variable pay tied to bookings, with comprehensive benefits.