Scope of the role:
Leads the development of sales leads to a win through 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 utilizes their network and contacts to build and maintain a robust pool of opportunities. Identifies and escalates market trends to appropriate clients and Capgemini leaders.
- Grow thought leadership across several sub-segments within Market Unit
- Understand and discuss Sales plans with Market Unit leader to agree on potential major opportunities to be chased in his/her own focus area
- 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 opportunities along the collaborative selling Sales process until closed
- Build and maintain an external network with deal advisors, alliance partners, other industry key influencers and client relationships
- 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
- Manage the Go To Market team from a goal setting, goal realization, and performance management view point.
- Collaborate with internal Practices on creating differentiating pitches, solution offerings in context of the industry and target Accounts. Bring market and client perspective to these conversations
- 15+ years of consultative sales leadership experience, coupled with deep Industry experience selling cross tower offerings
- Ability to communicate and influence at the most senior business executives
- Several years of proven sales leadership experience in a global complex environment