Sales Executive in Slough

Scope of the role: Leads the development of Sales strategies, solution proposal and deal closing for large opportunities. Manages identification and generation of sales opportunities and the cultivation of pipeline growth. Effectively exceeds network and contacts to build and maintain an attitude of vigilance for opportunities. Identifies and escalates market trends to appropriate clients and Capgemini leaders. Supports the development of practice and sector relevant thought leadership to garner mindshare with prospects. Helps shape marketing events for maximum impact.

Key Responsibilities

• Understand and discuss Sales plan with Portfolio Head to agree on potential major opportunities to be chased in his/her own focus area (sector, offers).
• Should know how to use Ai as a differentiator and translate it in proposed solution.
• Qualify major opportunities to be further pursued, drive consistency between Sales strategy (value messages, relationship approach, competitive differentiation) and content work managed by bid team (solution design, pricing and costing, delivery of proposal, planned project management).
• Manages and accountable for the opportunity along the collaborative selling Sales process until closing.
• Build and maintain an external network and client relationships and compiles intelligence from those relationships to pro-actively take opportunities to them.
• Test ideas and opportunities within the external stakeholder network on a regular basis.
• Maintains an internal SME and AE network to identify opportunities BSv can either augment or pro-actively create either in partnership with the MU or autonomously.
• Liaises with Analyst and Advisor teams and network to monitor market trends and shape or influence emerging opportunities.
• Address complex client issues involving interactions up to executive level and master meetings and negotiations techniques.
• Manage business development costs according to levels set by business unit leaders and provide forecast to BU Sales Leadership.
• Design bid organization, recruit internally for bid organization and account management team and other Sales people connected to the client.

Measures of Success:

• Meeting and exceeding annual contract value target.
• Compliance with the Capgemini sales methodology.
• Works as part of a team to negotiate new deals, extensions and ad-hoc service aspects.
• Builds productive relationships externally.
• Live the Core Values of Capgemini (Honesty, Boldness, Trust, Freedom, Team Spirit, Modesty, Fun).

Professional Qualifications

• 10+ years of proven sales experience in BPO/GBS in a complex global environment.
• Last 2-5 years of related work experience in a leading competitor firm.
• Ability to communicate and influence at senior business levels: building relationships with C-suite executives & maintain regular contacts with senior stakeholders (CEO, CXOs /Business Unit heads, Sales Heads & leadership, Finance, Strategy).
• Several years of proven & consistent sector expertise: Proven extensive practical application and experience in selling Consumer Products & Retail offerings in the Nordics region - Priority 1 CPRD, ETU & MA, Priority 2: LS Telecom & Media.
• Have an existing client network within the relevant industry, optimally in the business areas (Finance, CX, Procurement, HR, Logistics, etc.).
• Several years of proven sales track record in: Meeting or exceeding sales target of euros 30M +.
• Leading Sales Operations in a multi-geography, targeting medium to large-sized complex outsourcing deals: Ambition to close at least two €15 to €20M deals a year and one €50M+ deal every 2 years.
• Deal term to be between 3 and 5 years, as per market practice.
• Ideal deals to be enterprise transformation type deals, covering either a combination of Functional areas and/or inclusion of technology-led transformation with ERP and other system of enablement platforms like Blackline.
• Selling transformational Outsourcing services, experienced in drafting value-based business cases and gain share models.
• Ability to understand sector-based value drivers and build value proposition in order to create business value for clients.
• Experience with “Right shoring” models.
• Experience with Digital solutions as enabler to create business value.
• Used to work and navigate in complex matrix organizations managing different levels of internal stakeholders.
• Strong relationship building, communication, and influencing skills.
• Strong interpersonal, written and oral communication skills.
• Proven Commercial Acumen & Business Leadership skills.
• Driven and able to work under pressure.
• Self-motivated, enthusiastic individual able to communicate at all levels with a proven track record of working on their own initiative.

About Capgemini

Capgemini is a global leader in partnering with companies to transform and manage their business by harnessing the power of technology. The Group is guided every day by its purpose of unleashing human energy through technology for an inclusive and sustainable future. It is a responsible and diverse organization of over 360,000 team members in more than 50 countries. With its strong 55-year heritage and deep industry expertise, Capgemini is trusted by its clients to address the entire breadth of their business needs, from strategy and design to operations, fueled by the fast evolving and innovative world of cloud, data, AI, connectivity, software, digital engineering and platforms. The Group reported in 2022 global revenues of €22 billion.

Capgemini values diversity and inclusion. We welcome applications from all qualified individuals regardless of origin, nationality, gender, ethnicity, religion, age, disability, sexual orientation, or life stage.