Official Specifications
Role Overview & Mandate
Executive Summary
Short Description Scope of the role: Leads the development of Sales...
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Short Description
Scope of the role:
Leads the development of Sales strategies, solution proposal and deal closing for large opportunities. Manages identification and generation of sales opportunities and the cultivation of pipeline growth. Effectively builds network and contacts to build and maintain an attitude of vigilance for opportunities. Identifies and escalates market trends to appropriate clients and Capgemini leaders. Supports the development of practice and sector relevant thought leadership (especially digital technologies and analytics) to garner mindshare with prospects. Helps shape marketing events for maximum impact.
Job Responsibilities
Key Responsibilities
- Understand and discuss Sales plan with Portfolio Head to agree on potential major opportunities to be chased in his/her own focus area (sector, offers)
- Qualify major opportunities to be further pursued, drive consistency between Sales strategy (value messages, relationship approach, competitive differentiation) and content work managed by bid team (solution design, pricing and costing, delivery of proposal, planned project management)
- Manages and accountable for the opportunity along the collaborative selling Sales process until closing
- Build and maintain an external network and client relationships and compiles intelligence from those relationships to pro-actively take opportunities to them.
- Test ideas and opportunities within the external stakeholder network on a regular basis
- Maintains an internal SME and AE network to identify opportunities BSv can either augment or pro-actively create either in partnership with the MU or autonomously
- Liaises with Analyst and Advisor teams and network to monitor market trends and shape or influence emerging opportunities
- Address complex client issues involving interactions up to executive level and master meetings and negotiations techniques
- Manage business development costs according to levels set by business unit leaders and provide forecast to BU Sales Leadership
- Design bid organization, recruit internally for bid organization and account management team and other Salespeople connected to the client
Qualifications
Measures of Success:
- Meeting and exceeding annual contract value target
- Compliance with the Capgemini sales methodology
- Works as part of a team to negotiate new deals, extensions and ad-hoc service aspects
- Builds productive relationships externally
- Live the Core Values of Capgemini (Honesty, Boldness, Trust, Freedom, Team Spirit, Modesty, Fun)
Professional Qualifications
- 12+ years of proven sales experience in BPO/ GBS in a global complex environment
- Last 2-5 years of related work experience in a leading competitor firms.
- Ability to communicate and influence at senior business levels : building relationships with C-suite executives & maintain regular contacts with senior stakeholders (CEO, CXOs /Business Unit heads, Sales Heads & leadership, Finance, Strategy
- Several years of proven & consistent sector expertise:
o Track record of success in client pursuits pivoted on analytics, automation and AI
o Have an existing client network within the relevant industry
- Several years of proven sales track record in :
o Leading Sales in a multi-geography, targeting medium to large-sized & complex outsourcing deals :
- Ambition to close at least two €15 to €20M deals a year and one €50M+ deal every 2 years. Deal term to be between 3 and 5 years, as per market practice.
- Ideal deals to be enterprise transformation type deals, covering either a combination of Functional areas and/ or inclusion of technology-led transformation
- Understand BFSI-specific value drivers and build differentiated value proposition
- Experience of nurturing/ leveraging a digital partner ecosystem to create client value
- Direct experience with “Right shoring” models
- Experience with Digital solutions as enabler to create business value
- Used to work and navigate complex matrix organizations managing multiple internal stakeholders
- Strong relationship building, communication, and influencing skills
- Strong interpersonal, written, and oral communication skills
- Proven Commercial Acumen & Business Leadership skills
- Driven and able to work under pressure
- Self-motivated, enthusiastic individual able to communicate at all levels with a proven track record of working on their own initiative
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