The AI Industry GTM Lead is the domain expert for the portfolio of Industrial AI capabilities, operating as both a trusted advisor and a technology ambassador. They are a catalyst for both revenue growth and exceptional customer outcomes, partnering closely with sales, presales, R&D, and services teams to position industry-leading AI capabilities in customer scenarios and deliver measurable business value.
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Responsibilities
- Partner with account teams to qualify and shape AI opportunities from the first conversation through to deal closure.
- Engage with stakeholders at all levels, from C-suite executives to technical leadership, enterprise architects, and operational teams in their own environments to position the company as the AI technology partner of choice.
- Lead discovery and qualification sessions, matching customer needs to the most relevant AI capabilities and shaping solution approaches that address their specific challenges and opportunities.
- Configure and deliver compelling solution demonstrations, balancing visionary “art of the possible” scenarios with practical, actionable proposals.
- Build and customize AI demos and proofs of concept, working hands on with the company’s AI technologies to configure, adapt, and extend prototypes in response to specific customer requirements.
- Present at executive briefings, customer workshops, trade shows, conferences, and industry events as a trusted advisor and visible AI evangelist.
- Advise customers on medium- to long-term AI possibilities to address emerging business and operational challenges.
- Shape go-to-market approaches for specific customers, leveraging out-of-the-box capabilities from the AI portfolio with a strong understanding of the wider company offering.
- Maintain a deep understanding of industry trends, competitor strategies, and the evolving AI landscape in at least one of the company’s six core verticals.
- Champion the voice of the customer internally, influencing go-to-market execution and product roadmap priorities.
Qualifications
- Minimum 5 years’ experience in presales, consulting, or technology solution roles, ideally with AI, applied data science or enterprise software.
- Proven track record in positioning and delivering complex, enterprise-level solutions that unlock measurable business value.
- Strong industry knowledge in at least one of the company’s six core verticals - aerospace and defense, energy utilities and resources, manufacturing, engineering, construction and infrastructure, transport, and telecommunications.
- Ability to engage effectively with both technical and business stakeholders, from operational teams to executive leadership.
- Demonstrated experience in requirements analysis, solution design, and the creation of compelling presentations and demonstrations.
- Excellent communication, storytelling, and influencing skills.
- Understanding of key industry trends and AI adoption patterns relevant to industrial and enterprise contexts.
Work Conditions
We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences. By fostering a sense of community, we drive innovation, strengthen connections, and nurture belonging. Our commitment ensures you can work in a way that suits you best, while also engaging with colleagues to share ideas and build meaningful relationships.
