About the role
Role: UK E&U Account Executive – BD2
Location: Capgemini UK… with flexibility to travel
Working Pattern: Full time / Permanent
Capgemini: A global Energy powerhouse
Capgemini is a worldwide leader in consulting, digital transformation, technology and engineering services. The Group is at the forefront of innovation, addressing 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 a range of services from strategy to operations. Driven by the conviction that the business value of technology comes from and through people, we are a multicultural company of 300,000 team members in almost 50 countries. Together with Altran, the Group reported 2019 combined revenues of €17billion.
Energy & Utilities is an important and established sector for Capgemini. Gartner ranks Capgemini #1 in Europe for IT services to the Utilities Sector. In the UK, Capgemini is the leader in the Water Market.
Who you’ll be working with
Our Energy & Utilities’ Industry Sector is looking for an exceptional account executive to support our continued growth in the UK Energy & Utilities Sector, following a period of sustained growth. Reporting to a UK E&U Sub-Sector Market Head and working with Global leaders, you will join an existing team of account executives and sales professionals, leveraging our group capabilities in the development of long-term client relationships and business value.
The Focus of your role
You will be responsible for a key account or portfolio of accounts, building client intimacy, account strategy, sales and managing the operations & performance of the account P&L. As part of the role you will engage pursuit teams, identify proactive propositions, develop winning sales plans and drive the account performance to support growth. You’ll have strong client networking skills, building relationships across the accounts stakeholder community, forge strong trust-based relationships and engage the breadth of the Capgemini global service lines to hit agreed budgets for sales, revenue, profitability and investment. You will be a member of the sub-sector market unit, supporting the wider go-to-market strategy and our competitive differentiation in order to support growth plans.
You will be expected to lead by example, demonstrate sales acumen, form and be part of effective teams and a clear desire and ambition to be recognised as a high-performer and future leader in our business. Key for the role will be your sales experience in addition to a degree of knowledge of the Energy and Utilities market, client business drivers and your ability to identify solutions and insights to build credibility. You will develop overtime an awareness of the broad set of Capgemini capabilities through strategy, innovation, digital transformation, technology, infrastructure and business process outsourcing. You will not likely be an expert in all of these, but you will be able to leverage your industry knowledge and credibility to bring the power of Capgemini’s expertise to support you in developing client business.
What you’ll do
Working closely with the E&U sub-sector head you will lead the day-to-day management and development of an account. You will support the development of the account strategy, establish key focus areas, qualify sales opportunities, identify and lead on proactive disruptive propositions in addition to being the main face of Capgemini to the client leadership team. You will seek to demonstrate sales through customer intimacy and sharp market insights. You will engage with an extended team that includes subject matter experts and sales executives across our service lines, as well as marketing and alliance support teams to drive growth in accounts and new logo targets.
You will work with dedicated finance support teams to manage the levers of our P&L. You will drive sales excellence and other operational standards, helping coach and develop your team. You will be expected to represent your account in the monthly cycle of performance reviews that take place where there is a high level of accuracy expected in forecasting and reporting across our sectors.
You will be comfortable operating with a sales and revenue target of £5m – £7m, commercially aware and competent in deal shaping, with support for contract negotiation. You will have a “can-do” attitude, engaging senior leaders as required but with a clear ambition for career progression and energy to grow our business as well as your own personal skills.
What you’ll bring
You are likely to be an experienced sales associate in the E&U market. Specifically, you will bring:
•Strong sales experience including exposure to sizeable deals and complex programmes
•A track record of relationship building with client executives
•Industry insights on the role of digital, strategic advisory partners and potential to exploit next generation digital solutions
•Experience of managing an account P&L and disciplines within account forecasting and performance reporting
•Ability to innovatively and constructively challenge the status quo to drive forward the business
•Able to operate with a high degree of independence as well as being part of a team.
•Experienced in opportunity qualification and bid management disciplines, controls & winning sales plans
•Knowledge of the digital industry, key players, points of differentiations, offers and broad capabilities
•Drive, determination and ambition to lead a high-performing account and 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-ground breaking 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 reassignment, 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.