Senior Sales Director - BPO/GBS Sales in London

This role leads the origination, shaping, and closure of large, complex BPO and transformation opportunities within sectors such as CPRD, Utilities and Manufacturing. You will operate as a senior deal leader, accountable for driving pipeline growth, developing differentiated value propositions, orchestrating multi-disciplinary bid teams, and closing enterprise-scale outsourcing and transformation engagements.

The successful candidate brings a deep understanding of BPO/GBS-led transformation, applies AI and digital capabilities as value drivers, and operates confidently in a global, matrixed environment similar in scale and complexity to Capgemini. The successful candidate will be full of energy, show hunger and drive to succeed with a hunter-like mentality. We are looking for someone who is very articulate, professional, and can show a high level of enthusiasm.

• Own the end-to-end sales leadership for major opportunities, from early shaping through to contract signature.
• Partner closely with Portfolio and Sector leadership to align on priority pursuits and strategic focus areas.
• Identify, qualify, and progress large, high-value opportunities, ensuring alignment between sales strategy, value messaging, competitive differentiation, and proposition development.
• Translate emerging market and client trends into commercially viable opportunities and proactively elevate them to senior stakeholders.
• Leverage AI, automation, digital platforms, and right-shoring models as core solution differentiators within proposed offerings.
• Shape and articulate compelling, value-led business cases including outcome-based, gain-share, and transformational commercial models.
• Ensure consistency and quality across solution design, pricing, costing, and proposal development in collaboration with bid, delivery, and SME teams.
• Build and sustain senior-level client relationships across C-suite and executive stakeholders, acting as a trusted advisor rather than a transactional seller.
• Maintain a strong external network across various industries such as CPRD, Utilities and Manufacturing, using market intelligence to co-create opportunities with clients.
• Regularly validate hypotheses, propositions, and ideas within the client ecosystem to refine deal shaping.
• Engage with analysts, advisors, and industry forums to monitor market developments and influence emerging demand.
• Design and lead complex bid organisations, mobilising internal sales, delivery, and SME resources.
• Navigate and influence complex internal matrix structures to drive alignment and momentum.
• Lead executive-level negotiations and manage sophisticated commercial discussions.
• Maintain ownership of opportunity governance, forecasting, and business development investment in line with business unit expectations.

• Consistent delivery of significant annual contract value in enterprise-scale BPO and transformation deals.
• Successful closure of multiple large, multi-year outsourcing engagements, including transformational programmes.
• Full compliance with enterprise sales methodology and governance standards.
• Strong internal and external stakeholder advocacy and collaboration.
• Active embodiment of core organisational values including integrity, trust, collaboration, and bold thinking.

• Demonstrated success leading large, complex BPO / GBS sales in a global, distributed delivery environment.
• Strong track record selling into markets which utilise BPO, with deep understanding of sector value drivers across functions such as Finance, Customer Experience, Procurement, HR, Supply Chain, and Logistics.
• Proven ability to originate, shape, and close enterprise transformation deals, including technology-enabled and multi-tower outsourcing engagements.
• Credibility and confidence engaging with C-suite, board-level, and executive stakeholders.
• Experience leading high-value, multi-geography sales initiatives with complex governance and stakeholder landscapes.
• Strong commercial acumen with the ability to structure value-based pricing, outcome-led models, and long-term transformational contracts.
• Comfortable operating in large, matrixed organisations, influencing without authority.

• Strategic, proactive, and opportunity-driven mindset with a strong ownership mentality.
• Able to work at pace under pressure while maintaining quality and governance.
• Highly collaborative, self-motivated, and resilient.
• Strong communicator with excellent written, verbal, and executive-level presentation skills.

We realise a Total Reward package should be more than just compensation. At Capgemini we offer a range of core and flexible benefits and have a Peer Recognition Portal called Applaud. You will be joining one of the World’s Most Ethical Companies®, as recognised by Ethisphere® for 13 consecutive years. We live our values by making ethical business choices every day. Working ethically is at the centre of our culture at Capgemini, meaning you will be helping to create a future we can all be proud of. You will be encouraged to have a positive work-life balance. Our hybrid-first way of working means we embed hybrid working in all that we do and make flexible working arrangements the day-to-day reality for our people. All UK employees are eligible to request flexible working arrangements.

Capgemini is an AI-powered global business and technology transformation partner, delivering tangible business value. We imagine the future of organisations and make it real with AI, technology and people. With our strong heritage of nearly 60 years, we are a responsible and diverse group of 420,000 team members in more than 50 countries. We deliver end-to-end services and solutions with our deep industry expertise and strong partner ecosystem, leveraging our capabilities across strategy, technology, design, engineering and business operations.