As a Client Partner (CP), you will play a pivotal role in Capgemini America’s transformation, being the ambassador to the top Capgemini America Tech accounts, as well as representing our new brand: as well as represent our brand: People Matter Results Count. The CP will be one of the only roles in Capgemini responsible for evangelizing and delivering Capgemini’s entire suite of offerings (Application Services, Capgemini Invent, Engineering Services, Business Services, Insights & Data and Cloud Infrastructure Services). This is a leadership role within the Capgemini America Technology Sector responsible for (in a highly entrepreneurial manner) raising the bar across Capgemini as a whole, and specifically Market Development.
Establishing deep relationships, driving new Capgemini America bookings as well as solidifying renewals & extensions through delighted customers, architecting world-class solutions, and ensuring they are implemented effectively and creating value for clients. This is a unique opportunity to engage and transform our client relationships, by bringing custom solutions to address client needs. Will bring extensive consulting, sales, and delivery experience in the technology space to which will allow quick identification of common issues within a specific industry, and quantify the value of solving the business problem, and design solutions (repeatable) that solve the business issue. Will be responsible for partnering with Growth and Strategy leadership, Customer Advocacy, as well as Delivery leaders to significantly accelerate the growth of the business, disrupt standard processes, and exceed client expectations.
Expectations from the Client Partner:
This role will align to both one or more Capgemini Technology accounts and as a result, a key portion of the role will be focused on growing install base accounts and growing a “book of business” to develop a strong revenue backlog and individual annuity. As the Client Partner, there will also be a requirement to handle escalations on delivery, as well as be chargeable as an advisor on strategic projects.In this role, the successful candidate will generate demand for Capgemini’s service offering, develop opportunity execution plans, identify key team members and resources needed to properly scope the project(s) to meet client needs and Capgemini’s business parameters, and manage the customer relationship(s) from initial discussions to close of deal.
The successful candidates “own the Capgemini’s business” for an account or a set of portfolios within an account and operate in an extremely entrepreneurial manner. Territory planning, interlock with the Application Sales team, account development and lead generation are all critical components to success.
Additional responsibilities will include forecasting contract bookings, accurate and timely reporting in CRM & other appropriate systems, and managing accounts receivables for your individual account portfolio.
Experience/ Qualification / Skills and competencies:
This is an experienced level, pursuit leadership role and requires a seasoned professional with varied career experiences including a combination of at least 10 years of ERP/CRM/APPS Consulting, Services, Delivery and sales experience with a strong track record of new account development, territory building, and quota performance. Deep experience in High Tech is a mandatory requirement.
· BA/BS; MS comparable is strongly preferred
· Must be a driven consulting sales professional and have strong capabilities in:
· Quota Attainment/Account Planning
· Pursuit Leadership
· Problem Solving and Negotiating
· Trusted Advisor
· Effective Communication
· Relationship Management
· Ability to travel , depending on assigned accounts
· Experience in Hi-Tech
This senior manager position is responsible for an increasingly diverse practice based upon complexity of the customers, the solutions, and the dollar value of the practice. Directs business operations and resources of a given practice that can be defined by industry, service line, technology center, specialty area or region. Accountable for managing the three main pillars of a practice: people management, portfolio/delivery management and sales enablement. Has profit and loss responsibility or financial/expense management of practice.
Accountable for operational/financial metrics and overall business results of practice. Responsible for setting and driving strategic direction, ensuring profitable growth of the practice, quality of consulting delivery, and maintaining customer reference ability. Actively develops new approaches and opportunities for expanding customer base. Creates and implements operational processes to drive consistency and support achievement of practice business strategy. Responsible for cultivating Capgemini cross-functional communications through the creation and maintenance of strategic relationships with other lines of business beyond application services which may include Capgemini Invent, Engineering Services, Business Services, Insights & Data and Cloud Infrastructure Services. Interacts with executive levels both internal and external regarding matters that influence policies and strategies. Assesses and manages business risk in pursuit of overall business goals. Accountable for managing and growing a substantive revenue stream and customer base. Manages and leads through management team and/or senior level individual contributors. Resolves staffing issues for very complex engagements. Identifies, leads, or oversees the development of customer-facing business solutions and offerings that have an impact on the market. May serve as advisor or project sponsor role for complex engagements.
Directs and ensures the implementation of operational policies through subordinate managers Interacts internally and externally with executive management involving negotiation of difficult matters to influence policy. Bachelor*s Degree in Computer Sciences or Business or equivalent. Balance of advanced technical skills, functional knowledge, client consultative skills and operational management experience. Has 4+ years of consulting services,10+ years of experience relevant to this position including 4 years of consulting management experience with financial management responsibility. Direct line Management experience including project, people, customer, financial management preferred. Second-level Management experience preferred; proficient at managing managers and large teams. Product, technology or industry expertise relevant to the practice focus. Ability to develop and maintain relationships at the executive level. Proficient in using selling and negotiation techniques and tools. Undergraduate degree or equivalent experience. Ability to travel as necessary.
Capgemini is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.
Candidates should be flexible / willing to work across this delivery landscape which includes and not limited to Agile Applications Development, Support and Deployment.
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.
With more than 190,000 people, Capgemini is present in over 40 countries and celebrates its 50th Anniversary year in 2017. A global leader in consulting, technology and outsourcing services, the Group reported 2016 global revenues of EUR 12.5 billion (about $13.8 billion USD at 2016 average rate). Together with its clients, Capgemini creates and delivers business, technology and digital solutions that fit their needs, enabling them to achieve innovation and competitiveness. A deeply multicultural organization, Capgemini has developed its own way of working, the Collaborative Business ExperienceTM, and draws on Rightshore®, its worldwide delivery model..
Learn more about us at www.capgemini.com.
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.
Click the following link for more information on your rights as an Applicant: http://www.capgemini.com/resources/equal-employment-opportunity-is-the-law