Delivery Led Sales Enablement

The Opportunity

Capgemini is seeking a Director level executive to Drive Sales and delivery Efforts into our Strategic Banking Customers.

Details as follows…

• Sales
• Build customer relations and maintain regular connect
• Will require in-person visit to the customer office at least twice a week
• Develop understanding of their inflight and pipeline Projects
• Explore and conduct roadshows to showcase Capgemini capabilities
• Identify opportunities in advance to the customer raising an RFP
• Collaborate with Capgemini Pre-Sales, Solutions, Finance, Legal to convert opportunity into firm business
• Create SOWs, IVs
• Present the contracts to the Deal Review team and seek approvals
• Create and maintain healthy business pipeline opportunities
• Commercials
• Own joint accountability of P&L along with rest of account leadership
• Delivery
• Work with Delivery team to minimize revenue loss from business
• Represent the account in M-Reviews
• Manage Customer escalations
• Key KPIs of the Role:
• Work to achieving set Sales Targets
• Monthly, Quarterly and Annual booking rate o Sale conversion rate
• DSO and Revenue booking

The candidate should have a builder and pragmatic mindset; the firm seeks not only a strong leader who can articulate a vision, but one who can also drive execution of that vision in a very concrete manner that results in tangible business outcomes (bookings, contribution margin, revenue, market recognition).

The role demands a high level of autonomy; a strong appetite to drive change and overcome organizational complexity; and a high level of drive to build a business from its current strong foundations to a potential billion-scale business.

Additional Responsibilities Include:

• Building the new foundations of the offer, strengthening the value proposition and articulating the unique business value
• Supporting the continuous improvement of the offer
• Developing a set of go-to-market assets
• Ensuring sales and delivery readiness; evangelize and train business developers and account executives on Digital Manufacturing and key offers
• Working as deal coach for the bid teams to secure the win of large and/or strategic deals.
• Exposure to large-scale customer platforms deals/engagements with multinational clients in the market; lead conversations with clients CxOs/VPs of Digital Manufacturing regarding platforms architecture and technology

Our Ideal Candidate

He/She/They will have 20-25 years of experience in Sales Function with a strong project track record and demonstrated P&L contribution to sales. A Bachelors degree is required; MBA is strongly preferred.

This person is motivated to deliver high-quality work to drive customer satisfaction. They use their intellect, insight, and ability to build creative solutions with clients and colleagues while embracing a collaborative mindset. Key qualifications include:

• Strong customer orientation, decision making, problem solving, communication and presentation skills
• Very good judgement skills and ability to shape compelling solutions and solve unstructured problems with assumptions
• Very good collaboration skills and ability to interact with multi-cultural and multi-functional teams spread across geographies
• Strong executive presence and entrepreneurial spirit
• Superb leadership and team building skills with ability to build consensus and achieve goals through collaboration rather than direct line authority