047470-Vice President – CIS State & Local

About Capgemini
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 200,000 team members in more than 40 countries. The Group reported 2018 global revenues of EUR 13.2 billion.

Role:

  • Sales leader: lead team of business development
    employees for Public Sector and Services Market Unit

  • State and Local sector – big deal hunter and
    closer: find/manage large CIS (Cloud Infrastructure Services) transactions
    serving US States; possible US municipalities as well, but focus on States

Skills required:

  • Demonstrated capability to identify, shape, and
    close large transactions for state government

    • Relationship

    • Business Case development

    • Proposal development

    • Contractual closure

    • Hanover to delivery

  • Demonstrated sales leadership capabilities in IT
    Services industry

    • Manage resources

      • Assignment of resources (sales resources can be
        direct reporting as well as non-direct reporting)

      • Coaching resources to successful sales

      • Ensure sales incentive program delivers results

    • Manage pipeline processes

      • Development of opportunities by sales teams

      • Recording opportunities

      • Managing opportunities through sales stages

      • Review reports, understand aging, drive
        activities based on metrics and need

    • Manage sales results

      • Bookings results

      • Win rates

      • Growth

  • Partnering across diverse businesses within same
    company calling on clients (in our case, partnering with market units and other
    GBLs/ABLs)

  • Leverage of sales processes and tools

  • Effective communication to sales leadership and
    P&L leadership

  • Effective partnering with marketing to drive
    programs to build and close pipeline

 

KPIs

  • Bookings attainment for Cluster

  • Large state transactions (> $30M)

  • Revenue attainment for Cluster (PNL ownership is
    retained by me, but need candidate to drive to Revenue/margin results)

 

Background

  • Multiple years Individual sales contribution
    associated with IT managed services

  • Multiple years Sales leadership background

  • Public sector (State/Local) sales background

  • Strong communications

  Visit us at www.capgemini.com. People matter, results count.                                                                                                 As a part of the Technology Services Group, the Vice President will be responsible for selling and managing the delivery of large consulting engagements; owning business and account development activities; providing project management leadership; developing capabilities; new business development and contributing to the overall development of the practice.  The Vice President will analyze business issues and challenges across the engagement and work with the client to resolve issues and identify opportunities. The Vice President will develop business cases to support proposed change models and quantify business benefits. The Vice President will have demonstrated ability to lead and motivate large engagements and be able to mentor, develop and coach team members. The Vice President will carry specific yearly managed revenue and sales targets.   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.
 
 

 

Click the following link for more information on your rights as an Applicant : http://www.capgemini.com/resources/equal-employment-opportunity-is-the-law

 

–  A minimum of 12 years experience with client facing consulting engagements
–  A minimum of 12 years experience managing multiple projects, assigning and managing work activities, meeting deadlines and developing project management reporting
–  A minimum of 12 years experience working with the design, implementation, and support of knowledge management solutions and related technologies for collaborative information sharing
–  A minimum of 12 full life cycle large project implementations
–  A minimum of 12 years experience working with current solution configuration and process
–  A minimum of 15 years in a Delivery Lead role leading a project team both onshore and offshore
–  A minimum of 15 years knowledge of integration points and the order in which they must be executed
–  A minimum of 15 years functional leadership experience in related solution
–  Proven experience managing and leading small to large teams
–  Extensive experience with management consulting or consulting services
–  Excellent analytical and problem solving skills
–  Excellent verbal and written communication skills
–  Strong executive presence and ability to interact with top executives
–  Successful teamwork experience & demonstrated leadership abilities
–  Bachelors Degree in a related area of study
–  15+ years of related work experience
–  MUST be willing to travel extensively, up to 100%

Ref:

047470

Posted on:

January 15, 2020

Experience level:

Executive

Education level:

Bachelor's Degree (�16 years)

Contract type:

Regular