Relationship Manager – Workplace


Preferred Location Telford, other locations considered.

Full flexibility to travel

SC Clearance required

About us

Capgemini is one of the premier technology consulting and engineering organisations in the UK.   We deliver the full suite of Digital and Cloud services from Consulting through Development and into Service – we enable organisations to deliver business value through our industry expertise, innovation and technology enabled transformation.  The aim is to provide our clients with a seamless service between IT architecture, implementation projects, applications maintenance, upgrades, renewals and Software-as-a-Service (SaaS) and Cloud infrastructure services.

Who you’ll be working with

You will be working within the HMRC Market Unit which is of prime importance to the group, maintaining our position as strategic advisor to one of our largest global clients is paramount to our combined success, critical to this is our ability to maintain excellent client relations whilst offering true differentiation.

The focus of your role

The Relationship Manager is assigned to look after significant technology focused part of our business, known as a Horizontal.

The Workplace horizontal focuses on helping our clients achieve business value and productivity though transformation of their workplace proposition.

It is about investing in people and infrastructure, to deliver a compelling employee experiences, to attract, motivate and retain talent in a fiercely competitive talent market. It supports mobile and flexible working and helps to reduce a business’s carbon footprint.

In Capgemini, we help clients to achieve this through the application of user-centric design, UI development, mobile and cloud technologies. 

These roles will suit individuals with a Sales background who are technology savvy and knowledgeable about DevOps and technology enabled solution sales and will also be comfortable in translating business requirements into technology and consulting solutions.

What you’ll do

•    Assist in the qualification of major workplace deals, typically valued from £5m – £10m+.
•    Build and lead teams from across the Capgemini UK (spanning Creative services, Consulting, Development and Support) and global business to shape and secure significant new business.
•    Lead the engagement with internal and external partners in deals.
•    Represent Capgemini at senior levels within our clients’ organisations, building personal and corporate credibility and confidence.

Working closely with the Innovate and Transform Team, this individual will be responsible for creating and driving the sales pipeline, in line with the market unit’s overall business strategy and direction as outlined in the Account Plan. 

Originating and nurturing the development of the business, new revenue streams and directing proposition development will be key focus areas. You will be familiar with the various sources of demand – how to identify them, nurture them and be responsible for building an active pipeline of prospective deals. You will be focused on driving growth within your Horizontal.

You will be expert in demand generation activities that are relevant to this Horizontal and will play a lead role in devising strategies to promote Capgemini in these forums with tangible business results.
You will be part of the team who has accountability for improving Capgemini’s credibility within the Horizontal. You will both frame and drive business opportunities, leveraging the delivery teams. This will also involve the shaping and framing of propositions to meet client requirements working alongside the Delivery Team, Solution Architects and Proposal Development teams, responsible for sales closure of the deals following Capgemini processes and achieving the sales targets including revenues and profitability.

Key for this role will be the ability to assimilate complex Capgemini business propositions and use them to guide client conversations.  The fundamental skills of client need and issue discovery are clearly critical here, as is the ability to dynamically switch between issue discovery and proposition qualification.  These skills are necessary not only at the early stages of a client relationship but as part of ongoing deal and account management.

What you’ll bring

Extensive Sales experinece and recent experience working for a Large IT or Consulting organisation with responsibility for Business Development.

•    Work with the Head of Innovation & Transform in achieving the business development targets.

•    Sales driven mentality and dynamism with a hunger to succeed and to exceed targets and expectations.
•    A proven track record of being creative and innovative, with gravitas to lead CDIO / CDO / CFO and Board level meetings and of forming creative and business winning client propositions.
•    A proven track record of selling workplace technology solutions combining digital technologies, custom software development and systems integration and API enablement. 
•    First class and compelling presentation and communication skills.
•    Able to nurture strong teams to deliver excellent outcomes for our clients with high levels of client intimacy and satisfaction.
•    Able to operate with a high degree of independence as well as being part of a team.

What we’ll offer you

Professional development. Accelerated career progression. An environment that encourages entrepreneurial spirit. It’s all on offer at Capgemini. And although collaboration is at the core of the way we work, we also recognise individual needs with a flexible benefits package you can tailor to suit you. 

Why we’re different

At Capgemini, we help organisations across the world become more agile, more competitive and more successful. Smart, tailored, often-groundbreaking technical solutions to complex problems are the norm. But so, too, is a culture that’s as collaborative as it is forward thinking. Working closely with each other, and with our clients, we get under the skin of businesses and to the heart of their goals. You will too.

Capgemini positively encourages applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, gender identity, religion or belief, marital status, or pregnancy and maternity. We are committed to hiring, developing and retaining the best people to deliver innovative, world-class solutions for our clients.  We foster an inclusive culture that enables everyone to achieve their full potential and enjoy a fulfilling career with us. Our comprehensive flexible benefits package and lifestyle policies enable our employees to balance their individual, family and work-life needs



Posted on:

June 1, 2020

Experience level:

Experienced Professional

Contract type:

Permanent Full Time


West Midlands

Business units:



Business Development