ABOUT THE JOB YOU’RE CONSIDERING

The Executive will identify, capture and close opportunities to provide consulting and business services to major Consumer Products, Retail and Services, will identify and cultivate relationships and executive sponsors at the C level and will be responsible for selling a suite of opportunities in Business Process Outsourcing (BPO) services (F&A, HR, Supply Chain, Digital Contact Centers, Sales & Marketing Ops & Intelligent Automation).
The annual sales quota for this position is $20MM in booking. In addition, they will be responsible for Revenue and CM for the portfolio of accounts they manage, 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 resource perspective.

YOUR SKILLS AND EXPERIENCE

• Minimum of 15-years of experience in selling complex, outcome-based Business Process Outsourcing (BPO) services
• 7-8 years of experience serving clients in the CPR&S Sectors
• Experience in developing new sales opportunities for Services industry clients, supporting the formulation of solutions for sales proposals (including pricing, scope, and schedules) and closing large, complex, outcome-based deals through consultative/value sales methodologies
• Experience in a senior client partner/account executive role managing an account portfolio of $25-50M+
• A well-documented track record of achieving annual sales quotas of $15M-$20M
• Recent experience selling consulting services engagements of $500K-$5M
• Excellent oral and written communication skills and outstanding presentation skills
• Ability to work in a global organizational and service delivery environment
• Ability to work in a fast paced, competitive sales culture
• Ability to travel extensively, as required
• High level of personal and professional integrity
• Excellent attention to detail
• Excellent time management skills

• Develop and execute plan to drive annual profitable revenue growth within your portfolio of accounts
• Responsible for the overall P&L for the portfolio of accounts – Bookings, Revenue, and Contribution margin
• Establish and develop long-term customer commitment through maintaining strong customer satisfaction and being seen by the client as a trusted advisor
• Develop positive relationships and regular contact with key client stakeholders at senior/board level to position Capgemini for large, sole-sourced deals
• Originate opportunities within existing and new buying centers by way of cold-calling, networking, social media, events and/or other sources
• Provide escalation point for the customer and collaborate with Client and internal Capgemini partners to deliver upon SLAs and value commitments
• Develop and qualify leads into pursuits and close pursuits
• Leverage knowledge of industry trends and client challenges to develop and deliver compelling value propositions
• Lead and motivate sales pursuit teams
• Ability to work in a global organizational and service delivery environment
• Make significant contributions to the local team and the company sales culture
• Manage client expectations throughout the sales cycle and closing process
• Develop and manage a pipeline of qualified opportunities