Strategic Sales

3 weeks ago

Atlanta, United States Capgemini Full time

BPO Strategic SalesLeads the origination, development and close of sales leads to a win strategic or big deals through the development of Sales strategies, solution proposal and deal closing for large opportunities. Manages identification and generation of sales opportunities and the cultivation of pipeline growth. Effectively networks and contacts internal and external channels and alliances to build and maintain strong pipeline of opportunities. Strong consulting or consultative selling expertise needed - Advises customer executives on strategic opportunities, solution, business value and roadmap with executive presence and advisory skills in shaping compelling business case and value proposition. Leads end to end orchestration of the deals execution through close by effectively liaising with or leading a team of experts and contributors from different competencies and solution areas. Hands on ability to craft compelling executive pitch and presentations. Ability to drive strategic deals in multiple areas including finance, supply chain, front-office operations and automation.The annual sales quota for this position is $30+MM in total contract bookings. The Strategic Sales Executive will play an integral role in the growth of the company's global service lines in North America. This role is highly strategic and highly visible. The individual in question must be comfortable working within a matrix environment from a reporting and teaming perspective.Reporting Relationship:The Strategic Sales Executive will report to the Head of Strategic Sales.Location: HybridThe Sales Executive will be NA focused. There is limited travel associated with this role.Measures of Success:Meeting and exceeding annual bookings value target (>30M)Effective Channels engagement and collaborationCompliance with the Capgemini sales methodology and financial parametersWorks as part of a team to negotiate new deals and commercialsBuilds productive results-oriented relationships externally with channel partnersLives the Core Values of CapGemini (Honesty, Boldness, Trust, Freedom, Team Spirit, Modesty, Fun)Professional Qualifications10+ years of sales experience in a BPO environment selling cross sector offerings and solutions to CXOs at large scaleProven sales track record - meeting or exceeding sales target of euros 30M + total contract value with focus on big deals executionAbility to communicate and influence at senior business levels with strategic consultative and advisory skills with direct experience in business case, value and roadmap development5+ years of proven sales experience in originating and executive big deals in a global complex environmentStrong commercials awareness to negotiate creative pricing mechanisms and contractual termsStrong relationship building, communication, and influencing skillsBusiness Leadership and executive presentation skillsStrong interpersonal, written and oral communication skills including compelling proposal and presentation developmentDriven and able to work under pressure and matrix organizationThe Candidate:Minimum of 10 years experience in selling complex Business and Outsourcing Services. Some experience in selling AI/Automation related ServicesQualified candidates must have experience in developing new sales opportunities through internal and external channelsComprehensive understanding of targeted industry business environments, issues and the trends affecting technology spendA well documented track record of achieving annual sales quotas of $50+MM.This is a 'big dealer' role and qualified candidates must provide examples of their ability to influence CXOs, establish compelling value prop and generate revenue growth through large programsReference-able relationships at the C suite, VP or decision maker levelHistory of successful sales of across multiple BPO offeringsExperience in building and maintaining relationships with senior executives within assigned sectorExcellent oral and written communication skills and outstanding presentation skillsAbility to work in a global organizational and service delivery environmentDemonstrated commitment to stay abreast of industry trends and technical advancements across multiple business sectorsAbility to work in a fast paced, competitive sales cultureAbility to travel as requiredHigh level of personal and professional integrityExcellent attention to detailExcellent time management skills#J-18808-Ljbffr

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