Sales Executive, Private Sector

Job description

Any UK base
With around 130,000 people in 40 countries, Capgemini is one of the world’s foremost providers of consulting, technology and outsourcing services. The Group reported 2013 global revenues of EUR 10 billion. Together with its clients, Capgemini creates and delivers business and technology solutions that fit their needs and drive the results they want. A deeply multicultural organisation, Capgemini has developed its own way of working, the Collaborative Business Experience™, and draws on Rightshore ®, its worldwide delivery model
Learn more about us at www.capgemini.com.
Rightshore® is a trademark belonging to Capgemini.
This role will be responsible for driving sales of predominantly Applications Solutions across a range of industry subsectors. This role will promote Capgemini in the market and will build relationships with clients and IT Services Eco-system partners promoting the Capgemini brand and broader Capgemini offers in the Application Solutions space.
New Business Sales roles are quota bearing and sales forms the primary performance objective.
The New Business Sales role will emphasise new logo acquisition and demand generation (including cold calling where necessary).
Working closely with Sector & Delivery Unit Management teams, this individual will be responsible for creating and driving their own pipeline, in line with the business unit’s overall business strategy and direction. Originating and nurturing the development of the business, new revenue streams and directing proposition development will be key focus areas. You will be familiar with the various sources of demand – how to identify them, nurture them and be responsible for building an active pipeline of prospective deals.
The focus of this person will be on mid-sized AD and AM deals (those in the £5m to £50m range) involving multiple technologies (e.g. ERP, Mainframe, Legacy and COTS). You will be focused on new client acquisition and driving growth into new name logos, and will have the ability to both create and drive opportunities to closure.
You will be expert an in demand generation activities that are relevant to this market segment and will play a lead role in devising strategies to promote Capgemini in these forums with tangible business results. Individually you will have clear and unambiguous accountability for improving Capgemini’s credibility within target clients in the market. You will both frame and drive business opportunities, leveraging the Applications Delivery teams. This will also involve the shaping and framing of propositions to meet client requirements working alongside Sector Leadership, Service Delivery Managers, Solution Architects and Proposal Development teams, responsible for sales closure of the deals following Capgemini processes and achieving the sales targets including revenues and profitability.
Key for this role will be the ability to assimilate complex Capgemini business propositions and use them to guide client conversations.  The fundamental skills of client need and issue discovery are clearly critical here, as is the ability to dynamically switch between issue discovery and proposition qualification.  These skills are necessary not only at the early stages of a client relationship but as part of ongoing deal and account management.
Essential
Recent experience working for a Large Tier-1/2 Global IT or Consulting organisation in Sales or with responsibility for Business Development in the Application Solutions space.
Hold a network of contacts within relevant commercial organisations including software and hardware vendors, industry analysts and advisors besides prospective clients.
Private Sector experience and expertise should cover one of the following: Tier 1 utilities, aerospace and defence; travel and transport.
Proven track record of selling in the Private Sector both through formal procurement processes and through informal relationship based selling.
Personally have led and sold at least three +10m GBP TCV Application Solutions Deals to FTSE 350 / Fortune 500 organisations. The client must be willing to provide a reference for your leadership role in the sale.
Exceptional focus on all aspects of P&L management and reporting  at both a pursuit and client level
Creative and innovative, with gravitas to lead CIO / IT Director / Board level business meetings to position deals and in sales closure.
Well versed with commercial models, estimation techniques, pricing trends, TUPE regulations, crafting complex MSA & SOW documents.
Sold AM solutions involving service delivery from Nearshore / Offshore locations outside UK & mutualised teams be able to craft solution including distributed delivery elements, price-to-win and articulating value proposition.
Ability to innovatively and constructively challenge the status quo to drive forward the business.
Able to operate with a high degree of independence as well as being part of a team.
Desirable
Strong technical experience with hands-on IT Solution / Service Delivery experience during some stage in the career.
Industry experience (outside of IT / Consulting firms)
Experience of using Holden sales process