Business Development Executive

Description:

The speed of change is throwing traditional business methods into question and disrupting the relevance of entire industries. Capgemini, a global leader in consulting, digital transformation, technology and engineering services, is at the forefront of innovation and well placed to address opportunities for our clients in the evolving world of cloud, digital and platforms. Building on its strong 50-year heritage and deep industry-specific expertise, Capgemini enables organisations to realise 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. Today, it is a multicultural company with over 270,000 team members in almost 50 countries. With Altran, the Group reported 2020 combined revenues of EUR 15.8 billion. Learn more about us at www.capgemini.com.

Let's talk about the team:

We are currently looking for a Business Development Executive in our Consumer Products, Retail, Engineering, Manufacturing, Transport & Distribution (CPRD) sector to be based in Melbourne or Sydney. The role has $multi-million revenue targets and relationship management responsibility for strategic pursuit, 'new logo' accounts.

An experienced solution sales professional, you will be responsible for identifying, developing and managing sales pipeline opportunities for multi-year, $multi-million total contract value (TCV) deals for the provision of infrastructure outsourcing, managed and ICT solution services.

• You'll develop deep and trusted advisor relationships with CXO level stakeholders in your pursuit clients
• Leverage your knowledge of industry trends and client strategic objectives & challenges to develop and deliver compelling value propositions
• Partner with diverse, matrix, sales pursuit teams to deliver winning proposals to customers
• Develop sales strategies and tailored value propositions and solutions for clients
• Own the pricing and technology strategy for particular pursuits
• Develop and manage a sales pipeline 

Let's talk about your qualifications and experience: 

• Several years' experience of selling large complex, IT integration and/or outsourcing services contracts in the Infrastructure Services or applications led market with a long lead time / sales cycle from qualification to close
• Experience of selling Cloud, End User Computing, Workplace Services/Transformation, Data Centre Transformation, Network Services, ‘Compute' Services, Infrastructure, Storage, Enterprise Outsourcing, Managed Services (MS), Security
• Demonstrable track record of winning new business, new logos, ‘white space', opening up previously out of scope areas of existing clients and/or displacing incumbent providers
• Experience selling large, complex outsourcing opportunities that include multiple integrated service offerings focusing on value and business outcomes
• Projects & Consulting (P&C) sales experience
• Understanding of targeted industry business environments, issues and trends
• Experience with the consultative sales approach in analysing challenges of potential clients and leading commercial conversations around Return On Investment (ROI) and Total Cost of Ownership (TCO) with CXO level stakeholders