Sales Director

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 SAP business to sell cross-sector (Financial Services, Public Sector, Energy, Utilities, Resources, Telco, Consumer Products, Retail, Engineering, Manufacturing, Transport & Distribution), based in Brisbane. The role has targets from smaller $six figure engagements to $multi-million deals and relationship management responsibility for strategic pursuit, 'new logo' accounts as well as existing accounts with the potential for growth.

Let's talk about the role and responsibilities: 

An experienced solution sales professional, you will be responsible for identifying, developing and managing sales pipeline opportunities for SAP based engagements.

• 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 a range of SAP led engagements from small to large complex, IT integration and/or outsourcing services contracts
• Established SAP ecosystem network & contacts
• Experience of selling applications and services
• 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 of consultative, solution selling focusing on value and business outcomes
• 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
• Executive presence and gravitas to build relationships and influence at the ‘C-Level' / ‘C-Suite' / CXO level
• Excellent oral, written & presentation skills
• Ability to work in a global, matrix organization with on-shore & off-shore service delivery model
• Personal interest in macro-economic and other global factors influencing business
• Contemporary knowledge and understanding of innovation and technical advancements within the industry sectors and Enterprise markets
• Experience with sales pipeline reporting, forecasting and governance in a CRM system, ideally Salesforce