Client Partner

1 week ago

Santa Clarita, California, United States Capgemini Full time
About the Role

We are seeking a seasoned Client Partner with expertise in the Utilities and Energy sectors to join our team at Capgemini. As a Client Partner, you will be responsible for cultivating and maintaining strong relationships with key clients, understanding their business needs, and delivering strategic IT solutions that drive business value.

Key Responsibilities
  • Develop and maintain strong relationships with key clients in the Utilities and Energy sectors, including Electric and Gas Transmission & Distribution, Energy Storage, Power Generation, and Renewable Energy clients in Canada.
  • Work collaboratively with cross-functional teams to shape proposals based on client requirements and deliver strategic IT solutions that drive business value.
  • Present and promote Engineering Solutions/Services to existing and prospective clients, using solid arguments to drive business growth.
  • Build and maintain strong relationships with clients, understanding their biggest engineering challenges, preferences, and purchasing triggers.
  • Collaborate with various cross-functional teams to promote engineering services and solutions, and drive new deals.
  • Analyze market potential, track sales and status reports, and identify opportunities for growth.
  • Develop and maintain strong relationships with prospects and client team members, driving repeat business and upselling/cross-selling opportunities.
  • Develop Business Cases and ROI, and provide strategic inputs to shape the client value proposition and create winning pitches.
  • Closely monitor client engagement levels, support periodic business reviews, and undertake measures to gain traction with the client.
  • Travel to client sites as required, with a minimum of 2-3 times per week.
Requirements
  • 10+ years of working experience with Utility customers for professional services and engineering deployments.
  • Familiarity with IT/OT systems used by utilities to manage their assets, networks, work, and workforce, including SCADA, ADMS/DMS, AMI, DERMS, GIS, Asset Management, and Mobile Workforce Management.
  • 10+ years of industry experience in engineering and design services.
  • Bachelor's degree in engineering.
  • Strong background in problem-solving and solutioning Digital Engineering, IoT, Cloud, and Analytics, IT/OT.
  • Ability to write specifications based on customer requirements.
  • Experience working with Electric & Gas Utility customers.
  • Experience in industry domains such as Plant Operations, Grid Operations, Pipeline Operations, Energy Storage, Wind & Solar Plant Operations, Work & Asset Management, Field Services Management, etc.
  • Scoped and architected projects of $5-10 million independently in Engineering services and solution sales.
  • Track record of deep, consultative, trust-based relationships and strong knowledge, understanding of clients' business with strong client references of 6+ years.
  • Proven ability to build senior-level client relationships and strong client network in the Utility domain.
  • Support developing sales plans for the assigned customer portfolio and individual Account Plans.
  • Identification, mobilization, and management of internal and external stakeholders for achieving revenues.
  • Understands and executes company strategy (financials, offerings, segments, target accounts).
  • Ability to manage one large or multiple small programs.
  • Strong understanding of financials, profitability, and cash flow focused on value selling and high-value models of selling.
  • Intermediate experience utilizing Sales Force or Sales CRM.
About Capgemini

Capgemini is a global leader in partnering with companies to transform and manage their business by harnessing the power of technology. We are guided by our purpose of unleashing human energy through technology for an inclusive and sustainable future. We are a responsible and diverse organization of over 360,000 team members in more than 50 countries. With our strong 55-year heritage and deep industry expertise, we are trusted by our clients to address the entire breadth of their business needs, from strategy and design to operations, fueled by the fast-evolving and innovative world of cloud, data, AI, connectivity, software, digital engineering, and platforms.

Life at Capgemini

We support all aspects of your well-being throughout the changing stages of your life and career. For eligible employees, we offer:

  • Collaborating with teams of creative, fun, and driven colleagues.
  • Flexible work options enabling time and location-based flexibility.
  • Company-provided home office equipment.
  • Virtual collaboration and productivity tools to enable hybrid teams.
  • Comprehensive benefits program (Health, Welfare, Retirement, and Paid time off).
  • Other perks and wellness benefits like discount programs, and gym/studio access.
  • Paid Parental Leave and coaching, baby welcome gift, and family care/illness days.
  • Back-up childcare/elder care, childcare discounts, and subsidized virtual tutoring.
  • Tuition assistance and weekly hot skill development opportunities.
  • Experiential, high-impact learning series events.
  • Access to mental health resources and mindfulness programs.
  • Access to join Capgemini Employee Resource Groups around communities of interest.

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