FCC Sales Lead

 About The Role : 

Capgemini is seeking a Director level executive for FCC Sales Lead role to join its Risk and FCC practice to help us grow Insights and Data team.
The Team provides advice and solutions to help clients prevent financial crime and meet their financial crime compliance obligations for Anti-Money Laundering, Sanctions & Embargoes, Fraud and Anti-Bribery & Corruption. The team works at the intersection of compliance and technology, assisting Capgemini clients with Implementation, Model Validation, Tuning and Optimization, Data Governance, Issue Validation and other model and technology related projects focused primarily areas such as, TM, Sanctions models, GenAI solutions and FCC related technology vendor partnerships, solutions and its implementation.

This person should have

A minimum of ten years experience within FCC-related roles and a sound knowledge of FCC programmes, systems and controls.

A holistic understanding of FCC space from business, tech and data side.

A deep subject matter expertise in a range of areas, are aware of emerging industry and risk typologies and trends, contribute to thought leadership, and new product and process design.

 Primary Skills 

Business Development & Growth

Lead business development initiatives that include targeting external clients, attending industry conferences, drafting client alerts and white papers, and speaking engagements.

Ability to identify sales opportunities and progress in conjunction with other team members.

Help us driving account planning and specifically targeting solution campaigns across accounts / clients.

Must have key C-suite relationships across Financial Services in various geographies including India Captive GCC market.

Must have handled various alliances and vendor partners (if you worked in one you can navigate through the rest, specially the small one until we build scale to get to specific one).

Has to manage sales target and quarterly revenue growth with qualified deals pipeline.

Knowledge of key technologies and has built a practice / capability (i.e. standing up actimize, Quantexa, Netreveal, etc).

Product Knowledge & Development

Input to the development of cutting-edge products and services that will meet client needs.

Keep abreast, and maintain an understanding of current and emerging regulations, regulatory drivers and business strategies to enable effective evaluation of governance, risk management and compliance environments in financial institutions and corporations.

Maintain an effective professional network to stay informed of developments within the industry.

Provide governance, compliance and risk management thought leadership and guidance via external presentations, publications, advice.

Proactively help identify best practice across Capgemini and externally with industry peers.

Leadership & Firm Governance

Act as a mentor and coach to junior colleagues.

Development and management of teams.

Responsible for oversight of compliance, risk and governance, technology, data and advisory work conducted by teams within areas of responsibility.

Leading in proposal development and client pitches.

Work as a Sales leader helping us driving core competencies, growth and contribute in standing up a global practice and help clients in the offshore / nearshore models etc.

Client Service

Responsible for overseeing effective planning, management and execution of client engagements.

Lead teams on client engagements, ensuring teams are adequately supervised, delivering high quality products and services on time and to budget, and dealing with any barriers to progress appropriately.

Build and maintain effective relationships with clients, colleagues and other stakeholders to enable open dialogue, win trust and become a trusted business partner.

Provide direction to enable team to evaluate client internal control structures to identify weaknesses, evaluate the general risk faced by the client, and the potential impact of those risks on the organisation and the control mechanisms in place to mitigate that risk.

Provide pragmatic advice concerning the practical implications of financial services regulation and how institutions should best manage these.

Business Development & Growth

Lead business development initiatives that include targeting external clients, attending industry conferences, drafting client alerts and white papers, and speaking engagements.

Ability to identify sales opportunities and progress in conjunction with other team members.

Help us driving account planning and specifically targeting solution campaigns across accounts / clients.

Must have key C-suite relationships across Financial Services in various geographies including India Captive GCC market.

Must have handled various alliances and vendor partners (if you worked in one you can navigate through the rest, specially the small one until we build scale to get to specific one).

Has to manage sales target and quarterly revenue growth with qualified deals pipeline.

Knowledge of key technologies and has built a practice / capability (i.e. standing up actimize, Quantexa, Netreveal, etc).

Product Knowledge & Development

Input to the development of cutting-edge products and services that will meet client needs.

Keep abreast, and maintain an understanding of current and emerging regulations, regulatory drivers and business strategies to enable effective evaluation of governance, risk management and compliance environments in financial institutions and corporations.

Maintain an effective professional network to stay informed of developments within the industry.

Provide governance, compliance and risk management thought leadership and guidance via external presentations, publications, advice.

Proactively help identify best practice across Capgemini and externally with industry peers.

Leadership & Firm Governance

Act as a mentor and coach to junior colleagues.

Development and management of teams.

Responsible for oversight of compliance, risk and governance, technology, data and advisory work conducted by teams within areas of responsibility.

Leading in proposal development and client pitches.

Work as a Sales leader helping us driving core competencies, growth and contribute in standing up a global practice and help clients in the offshore / nearshore models etc.

Client Service

Responsible for overseeing effective planning, management and execution of client engagements.

Lead teams on client engagements, ensuring teams are adequately supervised, delivering high quality products and services on time and to budget, and dealing with any barriers to progress appropriately.

Build and maintain effective relationships with clients, colleagues and other stakeholders to enable open dialogue, win trust and become a trusted business partner.

Provide direction to enable team to evaluate client internal control structures to identify weaknesses, evaluate the general risk faced by the client, and the potential impact of those risks on the organisation and the control mechanisms in place to mitigate that risk.

Provide pragmatic advice concerning the practical implications of financial services regulation and how institutions should best manage these.

 Secondary Skills 

Knowledge & Skills:

Knowledge of local, regional or international AML/CTF, KYC and Sanctions regulatory requirements as well as industry best practices.

Experience with multiple sanctions screening, payment filtering, and transaction monitoring systems.

Expertise in at least one major sanctions screening, payment filtering, or transaction monitoring system, e.g., Fircosoft Trust, Fircosoft Continuity, Actimize SAM, Quantexa, SAS, Oracle Mantas, BAE Netreveal.

Multiple years of experience in model validation, data analytics solutions ideally for compliance technology models.

Experienced in FCC Risk Assessment methodologies and Customer Risk Rating

Ability to perform executive functions, including estimating project budgets, staffing needs.

Demonstrated experience in business development, e.g. responses to RFPs.

Ability to identify issues and risks and provide recommendations and advice to clients.

Ability to manage time and budgets for multiple projects simultaneously.

Ability to work in teams of various sizes, including cross-functional teams.

Work closely with current senior team members to grow Risk and FCC insights and Data practice.

Take responsibility / contribute to P&L targets along with the overall practice development.


Our Ideal Candidate:

Ten plus years of experience specifically in financial crime compliance, risk and governance related roles in financial institutions and consultancy firms, including management and team supervisory and development role.

Exposure to business development/direct client relationship management.

Ability to travel outside of to meet client engagement needs, if required