Practice Director – Data & Analytics

About the Role

We are looking for an accomplished Sales Leader – Data & Analytics to drive strategic growth across a portfolio of enterprise clients in the Data, Analytics, AI and Digital Transformation space.

This is a hunter-farmer / consultative sales leadership role responsible for building C-suite relationships, expanding strategic accounts, identifying new business opportunities and orchestrating end-to-end sales pursuits.

The ideal candidate will combine strong enterprise sales leadership, deep Data & Analytics domain knowledge, executive relationships and the ability to shape large, complex transformation deals .

The role will work closely with Data & AI leaders, industry teams, consulting, solution architects and global delivery organizations to create differentiated client propositions.

Key Responsibilities

Client Relationship & Account Leadership

• Own strategic client relationships and serve as a trusted advisor to CIOs, CTOs, CDOs, CAIOs, Chief Analytics Officers and business executives .
• Develop and execute account growth strategies for large enterprise customers.
• Build multi-level relationships across business, technology and procurement organizations.
• Identify whitespace opportunities and expand existing relationships into new business units and geographies.
• Develop long-term account plans aligned with client transformation priorities.

Data & Analytics Business Development

• Drive new business and account expansion across:
• Data Strategy & Advisory
• Data Modernization
• Data Engineering
• Cloud Data Platforms
• Data Governance & Quality
• Business Intelligence & Visualization
• Advanced Analytics
• AI/ML
• Generative AI
• Data & Analytics Managed Services
• Lead the complete opportunity lifecycle from qualification → discovery → solution shaping → proposal → negotiation → closure .
• Develop and maintain a strong qualified pipeline and consistently achieve revenue and bookings targets.
• Identify opportunities for large-scale transformation, managed services and multi-year engagements.

Consultative / Solution Selling

• Translate business challenges into compelling Data & Analytics transformation opportunities.
• Partner with consulting and technical teams to develop executive-level value propositions.
• Position data modernization as an enabler for AI, automation, business intelligence and enterprise decision-making.
• Build ROI and business cases that demonstrate measurable client outcomes.

Large Deal Leadership

• Lead complex, multi-tower pursuits involving multiple stakeholders and service lines.
• Own commercial strategy, pricing discussions, negotiations and closure.
• Drive RFP/RFI responses, executive presentations and account-level proposals.
• Build and manage deal teams across sales, consulting, architecture and delivery.

Partner & Ecosystem Development

• Develop joint GTM opportunities with hyperscalers and technology partners such as AWS, Microsoft Azure, Google Cloud, Snowflake, Databricks, SAP and Salesforce .
• Leverage partner relationships to create differentiated solutions and accelerate pipeline.
• Develop co-selling and marketplace opportunities.

Industry & Thought Leadership

• Stay current on emerging Data, AI and Analytics trends, competitive offerings and enterprise buying patterns.
• Engage clients around topics such as AI readiness, data modernization, GenAI, data governance and cloud transformation .
• Represent the organization at industry forums, executive roundtables and client events.

Required Experience

• 12–18+ years of experience in enterprise technology services, consulting or digital transformation sales.
• 8+ years of experience selling Data, Analytics, AI or Cloud Data solutions .
• Proven track record of selling into Fortune 500 / Global 2000 / large enterprise accounts .
• Demonstrated success managing and growing strategic accounts with $10M+ annual revenue potential .
• Experience closing $5M–$20M+ TCV / large transformation engagements is highly preferred.
• Strong experience in consultative and value-based selling.
• Established relationships with CIO, CTO, CDO, CAIO and senior business executives .
• Experience working with offshore/onshore global delivery models.
• Strong understanding of enterprise Data & Analytics technologies and transformation programs.

Technical / Domain Knowledge

Strong understanding of several of the following:

• Data Strategy & Data Architecture
• Data Engineering & ETL/ELT
• Data Lakes / Lakehouse
• Cloud Data Platforms
• Snowflake / Databricks / Microsoft Fabric
• AWS / Azure / Google Cloud
• Data Governance, MDM & Data Quality
• BI & Visualization – Power BI, Tableau, Qlik
• Advanced Analytics & Data Science
• AI/ML & Generative AI
• MLOps / DataOps
• Data Modernization
• Analytics Managed Services