Head of AI

At Nortal, we believe in thinking big — creating digital solutions with meaningful, far-reaching impact. With around 2700 professionals across 26 locations, we have spent more than two decades helping governments, enterprises, and healthcare organisations in Europe, North America, and the Middle East build secure digital organisations, businesses, and societies. 

AI is changing how organisations compete, and most are still figuring out where to start. At Nortal, we combine deep industry expertise with delivery experience to build AI solutions that actually work in production. 

We are looking for a Head of AI to lead the commercial growth and own the strategy and development of our AI and Generative AI offerings across EMEA. 

This is a hands-on commercial leadership role combining full portfolio ownership with direct sales accountability. You will define and evolve what Nortal brings to market in AI, build scalable and differentiated offerings, and personally originate, lead, and close the region’s most strategic AI deals. 

You will act as the senior seller for AI across EMEA, accountable for pipeline, bookings, and revenue growth, while shaping a repeatable and market-leading AI portfolio. 

Own and Scale the AI Portfolio 
Own the AI and GenAI offering strategy across EMEA, including value propositions, target industries, and priority use cases. 
Continuously evolve and refine the portfolio based on market demand, client feedback, and emerging technologies. 
Build scalable, repeatable, and differentiated AI offerings that drive growth, margin, and competitive positioning. 

Drive AI Growth and Personally Lead Sales 
Own AI/GenAI growth across EMEA, including pipeline, bookings, and expansion in strategic accounts. 
Personally originate, shape, and close high-value AI opportunities within key enterprise accounts. 
Act as the lead executive on complex pursuits, driving deal strategy and execution end-to-end. 
Build and expand senior client relationships to unlock new opportunities. 

Build Sellable AI Offerings 
Define ideal customer profiles (ICP), priority use cases, and clear business value propositions. 
Develop structured, sellable offerings including pricing models, commercial constructs, and delivery approaches. 
Establish repeatable go-to-market motions, including partner engagement and co-selling strategies.  

Lead Strategic Client Engagements 
Personally lead strategic pursuits, including C-level discovery workshops and executive conversations. 
Translate client challenges into clear AI value cases and transformation roadmaps. 
Lead proposals, negotiations, and closing of major deals. 

Drive Partner and Ecosystem Collaboration 
Work with technology partners and alliances to co-develop AI solutions and joint offerings. 
Drive partner co-selling and expand ecosystem-led opportunities across the region. 

Enable Internal Collaboration 
Partner with delivery teams to align capability development with portfolio priorities. 
Ensure offerings are grounded in delivery reality and can scale effectively. 
Support sales teams with positioning, messaging, and pursuit strategy. 

Must-Have Experience

• Proven enterprise AI/GenAI deal track record — personally led and closed sales-led wins with credible deal sizes and measurable outcomes.
• Offering creation experience — built and scaled packaged propositions including pricing, collateral, and repeatable sales motions.
• C-level credibility and commercial leadership — able to run discovery and value conversations independently, shape opportunities end-to-end, and bring delivery teams in as needed.
• Strong commercial focus, including pipeline development, revenue growth, and strategic account expansion.
• Experience leading complex, high-value enterprise deal cycles.
• Excellent communication and stakeholder management skills.
• Background in consulting or technology services.
• Familiarity with AI ecosystems, cloud platforms, and data transformation programs. 

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