Principal – AI Transformation Lead

Prosci · via Tech Sales Jobs

💰 $154,500 - $193,000/yr 🌎 Remote ⌛ Posted 12 days ago

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Job Description:

Own a book of AI transformation business from the first conversation through the delivered result
Carry a bookings target and own the book of business created
Become a trusted advisor to CHROs, COOs and transformation leads
Run the full sale from qualification through scoping, pricing, proposal and close
Build pipeline through speaking, thought leadership and outreach to named target accounts
Identify AI transformation opportunities within Prosci's existing client relationships in partnership with sales teams
Turn certification, Membership and practitioner relationships into organizational conversations
Learn the client's business model, sources of friction and prior change experience, and frame work in the client's language
Lead sold engagements as the senior Prosci voice and client point of accountability
Facilitate AI integration working sessions and executive briefings
Map team workflows, identify how AI changes work, and build a first working prototype in the client's environment
Lead the people side of change using the Prosci Methodology and ADKAR® Model
Grow accounts from an initial team engagement to additional functions
Convert delivered work into recurring coaching and expert-access revenue
Scope larger work redesign engagements
Carry six to ten accounts while owning commercial health
Direct technical delivery through certified delivery partners, managing scope, timeline and quality
Build a first-draft agent, judge vendor claims and route production-grade work to partners
Own KPIs including originated bookings, existing-account opportunities, bookings attainment, teams per account, recurring revenue, delivery margin and client NPS
Land new accounts with a first paid team engagement, grow to a second function in year one, and document the motion to train future Principals

Requirements:

Consultative selling of six- and seven-figure professional services to executive buyers, including pricing, proposals and deal structuring
Building pipeline through speaking, outreach, and growing existing accounts alongside an established sales team
Facilitating executive and team working sessions, and leading the people side of change
Practical use of enterprise AI assistants and agent tools, enough to build a first draft and scope a build
7+ years in consulting, professional services or agency work where senior people both sell and deliver
Record of winning and closing consulting or advisory work against a number, including selling into an existing customer base alongside an established sales team
Experience leading AI, digital or business transformation work in complex enterprise environments
Hands-on builder with current AI models and agent tools, with prototypes or workflows to walk through
Change management or transformation background strongly preferred
Prosci certification valued, not required at hire
Ability to deliver results and manage delivery alongside sales
Ability to win pursuits where the buyer is still forming the problem and secure sponsorship
Customer-focused approach to identifying opportunities
Understanding of rate, margin and cost to acquire, and ability to structure work that holds up in a P&L review
AI-native approach, fluency with frontier AI tools, and ability to build a working first draft and scope technical work credibly
Ability to sell and deliver while the offering and pricing are still moving
Ability to hold six to ten accounts and partner workstreams at once
Ability to turn speaking, thought leadership and Prosci's existing relationships into originated pipeline
Ability to co-sell with core sellers without competing for credit
Ability to explain a complex offering to executives who are not AI or change management experts