056646-Business Development Executive

About Capgemini

Business Development Executive (Hunter) Utilities and Chemicals 5-7 years experience

Location: Remote from home office Atlanta, GA, Raleigh, NC or East Coast Preferably

Solution Selling – Digital Engineering, Manufacturing and Design

 

A global leader in consulting, technology services and digital transformation, Capgemini is at the forefront of innovation to address the entire breadth of clients’ opportunities in the evolving world of cloud, digital and platforms. Building on its strong 50-year heritage and deep industry-specific expertise, Capgemini enables organizations to realize their business ambitions through an array of services from strategy to operations. Capgemini is driven by the conviction that the business value of technology comes from and through people. It is a multicultural company of 270,000 team members in over 40 countries and approximately $17B US in annual revenue.

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The Business Development Executive will be responsible for:

 

  • Bringing company’s engineering services value to major Energy, Utility & Chemicals clients in US
  • Present, promote and sell Solutions/services using solid arguments to existing and prospective customers
  • Required 5-7 years selling into electric utilities at their VP and C-Suite levels responsible for professional services and engineering deployments (existing relationships with utility/Oil & Gas organizations like Duke Energy, Pacific Gas & Electric, Edison, Exelon, Baker Hughes, Schlumberger would be plus.)
  • Familiar with IT/OT systems used by utilities to manage their asset base, network and workforce ADMS/DMS, GIS, Asset Management, Mobile workforce management
  • Lead Generation, Qualifying, Negotiating and Closing opportunities for client with the objective of driving profitable growth
  • Researching, mapping, establishing, developing and maintaining strong relationships with prospects and client team members
  • Building and managing Qualified Sales pipeline consistent with account strategy
  • Analyze the territory/market’s potential, track sales and status reports
  • Managing client relationship independently or with support from Client Partner or Client Leader; Listening to the client and working jointly to identify the client’s biggest engineering challenges, preferences and purchasing triggers
  • Structuring and shaping deals for Value, leveraging and providing input on offerings, services, capabilities
  • Responsible for revenue, order booking and P&L of the client business with and objective of growing the business to over 25$  million over next 3 years
  • Developing repeat business by understanding client context, upselling and cross-selling; Developing Business Case and ROI; Providing strategic inputs to shape the client value proposition and creating winning pitches.
  • Closely monitoring client engagement levels, conducting periodic business reviews and undertaking measures to gain traction with the client
  • Achieve agreed upon sales targets and outcomes within schedule

Requirements:

  • 5-7 years of Sales experience selling engineering and design services
  • Strong background in solution selling – Digital Engineering, Manufacturing and Design
  • Ability to sell creative, complex business models to the client
  • Experience with selling to Energy OEM’s, Oil & Gas, Chemicals & Electric/Water/Gas Utilities.
  • Won and led deals of $5-10million independently in Engineering services and solution sales
  • Track record of deep, consultative, trust-based relationships and strong knowledge, understanding of client’s business with strong client references of 6+ years
  • Proven ability to build senior-level client relationships
  • Develop sales plan for the assigned geography and individual Account Plans
  • Identification, mobilization and management of internal and external stakeholders for achieving revenues
  • Understands and executes company strategy (financials, offerings, segments, target accounts)
  • Ability to manage one large or multiple small programs
  • Strong understanding of financials, profitability and cash flow
  • Focused on value selling and high-value models of selling

Ref:

056646

Posted on:

September 24, 2021

Experience level:

Manager

Education level:

Bachelor's Degree (±16 years)

Contract type:

Regular

Location:

Montréal

Business units:

DEMS

Department:

US073477

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