Director of Strategic Sales (BPO Services)

BPO Strategic Sales

Leads the origination, development and close of sales leads to a win strategic or big deals 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 networks and contacts internal and external channels and alliances to build and maintain strong pipeline of opportunities. Strong consulting or consultative selling expertise needed - Advises customer executives on strategic opportunities, solution, business value and roadmap with executive presence and advisory skills in shaping compelling business case and value proposition. Leads end to end orchestration of the deals execution through close by effectively liaising with or leading a team of experts and contributors from different competencies and solution areas. Hands on ability to craft compelling executive pitch and presentations. Ability to drive strategic deals in multiple areas including finance, supply chain, front-office operations and automation.

The annual sales quota for this position is $30+MM in total contract bookings. The Strategic Sales Executive will play an integral role in the growth of the company’s global service lines in North America. This role is highly strategic and highly visible. The individual in question must be comfortable working within a matrix environment from a reporting and teaming perspective.

Reporting Relationship:

The Strategic Sales Executive will report to the Head of Strategic Sales.

Location: Hybrid

This position will require the successful candidate reside in the one of the listed locations and to be onsite a minimum of 2-3 times per week.

Capgemini locations

New York, New Jersey, Boston, Philadelphia, Atlanta, Charlotte, Orlando, Miami, Chicago, Milwaukee, Cincinnati Dayton, Columbus, Detroit, Minneapolis, Dallas, Houston, San Francisco, Los Angeles, Seattle

Compensation Model: Base salary plus Commission

The Sales Executive will be NA focused. There is limited travel associated with this role.

Measures of Success:

Meeting and exceeding annual bookings value target (>30M)

Effective Channels engagement and collaboration

Compliance with the Capgemini sales methodology and financial parameters

Works as part of a team to negotiate new deals and commercials

Builds productive results-oriented relationships externally with channel partners

Lives the Core Values of Capgemini (Honesty, Boldness, Trust, Freedom, Team Spirit, Modesty, Fun)

Professional Qualifications

10+ years of sales experience in a BPO environment selling cross sector offerings and solutions to CXOs at large scale

Proven sales track record – meeting or exceeding sales target of euros 30M + total contract value with focus on big deals execution

Ability to communicate and influence at senior business levels with strategic consultative and advisory skills with direct experience in business case, value and roadmap development

5+ years of proven sales experience in originating and executive big deals in a global complex environment

Strong commercials awareness to negotiate creative pricing mechanisms and contractual terms

Strong relationship building, communication, and influencing skills

Business Leadership and executive presentation skills

Strong interpersonal, written and oral communication skills including compelling proposal and presentation development

Driven and able to work under pressure and matrix organization

The Candidate:

Minimum of 10 years experience in selling complex Business and Outsourcing Services. Some experience in selling AI/Automation related Services

Qualified candidates must have experience in developing new sales opportunities through internal and external channels

Comprehensive understanding of targeted industry business environments, issues and the trends affecting technology spend

A well documented track record of achieving annual sales quotas of $50+MM.

This is a “big dealer” role and qualified candidates must provide examples of their ability to influence CXOs, establish compelling value prop and generate revenue growth through large programs

Reference-able relationships at the C suite, VP or decision maker level

History of successful sales of across multiple BPO offerings

Experience in building and maintaining relationships with senior executives within assigned sector

Excellent oral and written communication skills and outstanding presentation skills

Ability to work in a global organizational and service delivery environment

Demonstrated commitment to stay abreast of industry trends and technical advancements across multiple business sectors

Ability to work in a fast paced, competitive sales culture

Ability to travel as required

High level of personal and professional integrity

Excellent attention to detail

Excellent time management skills

Life at Capgemini

Capgemini supports all aspects of your well-being throughout the changing stages of your life and career. For eligible employees, we offer:

Flexible work

Healthcare including dental, vision, mental health, and well-being programs

Financial well-being programs such as 401(k) and Employee Share Ownership Plan

Paid time off and paid holidays

Paid parental leave

Family building benefits like adoption assistance, surrogacy, and cryopreservation

Social well-being benefits like subsidized back-up child/elder care and tutoring

Mentoring, coaching and learning programs

Employee Resource Groups

Disaster Relief

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 everyday 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.

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Disclaimer

Capgemini is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity/expression, age, religion, disability, sexual orientation, genetics, veteran status, marital status or any other characteristic protected by law.

This is a general description of the Duties, Responsibilities and Qualifications required for this position. Physical, mental, sensory or environmental demands may be referenced in an attempt to communicate the manner in which this position traditionally is performed. Whenever necessary to provide individuals with disabilities an equal employment opportunity, Capgemini will consider reasonable accommodations that might involve varying job requirements and/or changing the way this job is performed, provided that such accommodations do not pose an undue hardship.

Capgemini is committed to providing reasonable accommodations during our recruitment process. If you need assistance or accommodation, please reach out to your recruiting contact.

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Applicants for employment in the US must have valid work authorization that does not now and/or will not in the future require sponsorship of a visa for employment authorization in the US by Capgemini.