About the job

The Principal, AI Transformation Lead is the person a client's leadership team trusts with the question they have not figured out yet: what can AI actually do to transform our business, and how do we make that happen? Building that client trust is the job, and everything else follows from it. The Principal will own a book of AI transformation business from the first conversation to the delivered result. This is a sell-and-deliver role: the person who wins the work also leads it, which means credibility comes from being in the work rather than from just building a deck about it. The Principal will carry a bookings target, run the sale, then lead the engagement — showing a client where AI changes their work, running workshops with their teams to build AI capabilities, proving value with working prototypes, and guiding their people through the change.Finding the work comes first. The Principal will build their own pipeline, and will work with Prosci's existing sales teams to find AI transformation opportunity inside the client relationships Prosci already holds after three decades of enterprise work. The practice delivers AI transformation as prime and is accountable for the outcome; a network of certified delivery partners carries out larger-scale customer software builds. The team is small by design, so the Principal will direct more work than they personally perform, and is expected to be AI-native in approach.Since 1994, Prosci has focused on change. We pair a deep understanding of people with a proven methodology rooted in the ADKAR® model, and our training, advisory services, and licensing options (including Kaiya, our AI change management coach) help organizations build lasting change resiliency. We are a purpose-driven team of curious, results-oriented people working toward a world where change is done right.Check out our website for more about our team and approach: https://www.prosci.com/about.

Key role responsibilities include but are not limited to the following:Business Development

• Carry a bookings target and own the book of business the role creates. The Principal is accountable for what gets sold, not only what gets delivered
• Become the person a CHRO, COO or transformation lead calls early, before the plan is set, and protect that relationship, including when the right advice is not in Prosci's short-term interest
• Run the full sale from first meeting to close: qualification, scoping, pricing and proposal
• Build pipeline through speaking, thought leadership and outreach to a named target account list
• Work with Prosci's sales teams to find AI transformation opportunities inside accounts Prosci already holds and open those conversations together under the established rules of engagement
• Turn certification, Membership and practitioner relationships into organizational conversations, and pass core change management work to the right seller

Client Delivery

• Learn how the client makes money, where the friction sits, and how change has landed with their people before, and frame the work in their language rather than Prosci's
• Lead the engagements the role sells, as the senior Prosci voice and the client's point of accountability
• Facilitate AI integration working sessions and executive briefings, bringing in subcontracted facilitators as accounts grow
• Map how a team works, show where AI changes that work rather than adds to it, and build a first working prototype in their own environment
• Lead the people side of the change, bringing forward Prosci's 30 years of discipline and research on how successful change happens, applying the Prosci Methodology and the ADKAR® Model

Account Growth

• Grow each account one team at a time: win with the first team, turn that into sponsorship, then open the next function
• Convert delivered work into recurring coaching and expert-access revenue and scope the larger work redesign engagements that follow
• Carry six to ten accounts at once without loss of quality and own the commercial health of the book

Partners and Technical Scoping

• Direct technical delivery through certified delivery partners so the client deals with one accountable partner, held to scope, timeline and quality
• Stay fluent enough to build a first-draft agent and judge vendor claims, and route production-grade work to partners early

Metrics & Outcomes

• Accountable for the role's primary KPIs: originated bookings, opportunity sourced from existing accounts, bookings attainment, teams per account, recurring revenue, delivery margin and client NPS
• Land new accounts with a first paid team engagement, grow one to a second function in year one, and document the motion well enough to train the next Principal against it
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