Commercial Director – UK

Job description

UK
About Capgemini:
Now with 180,000 people in over 40 countries, Capgemini is one of the world's foremost providers of consulting, technology and outsourcing services. The Group reported 2014 global revenues of EUR 10.573 billion. Together with its clients, Capgemini creates and delivers business, technology and digital solutions that fit their needs, enabling them to achieve innovation and competitiveness. A deeply multicultural organisation, Capgemini has developed its own way of working, the Collaborative Business ExperienceTM, and draws on Rightshore®, its worldwide delivery model. Learn more about us at www.uk.capgemini.com.
Rightshore® is a trademark belonging to Capgemini
About Infrastructure Services:
The Infrastructure Services business unit reflects the Collaborative Business Experience, combining Capgemini’s consulting, infrastructure build and run capabilities, as well as the provision of cloud based services in an integrated global sales and delivery model.  The group provides infrastructure outsourcing services, including data centre, helpdesk and network support, as well as market leading services such as service integration and cloud brokering orchestration. The group also provides infrastructure transformation services, helping clients to virtualise and optimise their technology estates.
Due to a number of recent business wins within the Infrastructure Services Strategic Business Unit, the Commercial Contract Management team are experiencing an exciting period of growth on a global scale. This is an interesting time to join a growing division within a leading global player. Capgemini have recently acquired IGATE for $4Bn, one of their largest acquisitions to date.
To promote and apply commercial and contract management best practice during the sales process. You will be required to participate in the selling of new logo business, partnering with a variety of stakeholders such as Sales, Solution, Legal, Bid Management and Finance.
Typically engaged on large deals that qualify as Special Business Deals according to Group criteria.
Supports the bid team in selling profitable business in line with Strategic Business Unit and Group targets through deal shaping and defines commercial and negotiating strategy.
Leading or participating in (as appropriate) client facing negotiations.
Engaged in reviewing, drafting, marking up contracts and all commercial documents (e.g. terms and conditions, schedules, service level agreements, subcontracts, etc.) as required, working closely with, and advising Sales, Legal, Delivery, HR and other members of the bid team as appropriate.
 Participates as necessary in BU/SBU/Group Risk deal reviews.
 Ensures that a comprehensive handover is provided to the ongoing delivery team so that they have full understanding of the contractual obligations and the commercial shape of the deal
Where required, work with the delivery team (typically on a part-time basis) for an agreed period following contract signature.
 Demonstrates the ability and credibility to work with board level executives and client external advisors throughout the sales process.
Essential:
Strong knowledge of Microsoft Word, Excel and PowerPoint.
Person Specification:
Broad experience of IT service delivery and/or sales in complex environments.
Understanding ofkey legal and commercial principles typically found in outsourcing contracts.
Excellent client facing skills, including ability to negotiate and to cope indifficultsituations.
Track record of negotiating complex outsourcing contracts with clients.
Track record of dealing with complex commercial/legal issues.
Strong numeracy (understanding of financials and excel spreadsheets).
Proactive problem solver and able to think laterally.
Flexibility and mobility
- able to travel > 50%.
Personal Qualities:
Strong team player, able to build and maintain strategic working relationships.
Advanced presentation skills.
Excellent written and oral English skills, in addition to fluency in the local language.