Capgemini - Atlanta, GA
posted 6 months ago
About the position
The Client Partner for Industrial and Manufacturing at Capgemini is a pivotal role focused on account management and delivering engineering services value to clients in the highly recognized Industrial and Manufacturing domain across North America. This position requires a candidate with a successful consultative selling background and a strong work ethic geared towards value-based selling of engineering and design services. The Client Partner will work closely with the Sales Leader to develop and execute a sales plan that identifies major opportunities within their focus area, ensuring alignment with the overall sales strategy and client needs. In this role, the Client Partner will engage directly with clients to understand their engineering challenges, preferences, and purchasing triggers. They will qualify major opportunities for further pursuit and ensure consistency between the sales strategy and the content work led by the bid team, which includes solution design, pricing, and project management. The Client Partner will lead client engagement, ensuring the delivery and profitability of the account while building and maintaining strong relationships with clients and prospects. The responsibilities also include driving revenue growth, with an objective of increasing the business to over $20 million within the next three years. This will involve developing repeat business through upselling and cross-selling, providing strategic inputs to shape the client value proposition, and crafting successful presentations. The Client Partner will closely supervise client engagement levels, conduct periodic business reviews, and take necessary measures to enhance client traction. They will be responsible for achieving sales targets and updating deal statuses in the CRM software in a timely manner.
Responsibilities
- Understand and discuss Sales plan with Sales Leader to agree on potential major opportunities to be chased in his/her own focus area (sector, offers)
- Work jointly with client to identify the client's biggest engineering challenges, preferences and purchasing triggers.
- Qualify major opportunities to be further pursued, drive consistency between Sales strategy and content work led by bid team.
- Run and engage in the collaborative selling Sales process.
- Lead Client Engagement, Delivery & Profitability of the account.
- Build and maintain an external network and client relationships.
- Research, map, establish, develop, and build strong positive relationships with prospects and client team members.
- Responsible for revenue, order booking and P&L of the client business with an objective of growing the business to over $20 million over next 3 years.
- Developing repeat business by understanding client context, upselling and cross-selling; Developing return on investment; Providing strategic inputs to shape the client value proposition and crafting successful presentations.
- Closely supervise client engagement levels, conducting periodic business reviews and take measures to gain traction with the client.
- Achieve agreed upon sales targets and outcomes within schedule.
- Responsible for updating deal status and track success in a timely manner in our CRM software.
Requirements
- 10 years of Consultative Sales and Account Management experience selling engineering services, product engineering and design services.
- Ability to farm existing business and seek opportunities to build and shape new solutions services/ offerings to clients in Industrial and Manufacturing space.
- Strong background in solution selling - Engineering Services, Product Engineering, Physical, Systems and Digital Engineering, IOT, IIOT, Connectivity, Smart Manufacturing (Industry 4.0, MES, MOM etc.) and Digital Continuity (CAD, PLM, ALM).
- Ability to communicate and influence at senior business levels.
- Proven sales experience in Engineering Services in a global complex environment.
- Validated sales track record - meeting or exceeding annual sales target of $10M.
- Strong commercial, project/program delivery & solution development experience.
- Strong relationship building, communication, and influencing skills.
- Business Leadership skills.
- Strong interpersonal, written and oral communication skills.
- Driven and able to work in matrix organization.
- Self-motivated, enthusiastic individual able to communicate at all levels with a consistent track record of working on their own initiative.
Benefits
- Flexible work
- Healthcare including dental, vision, mental health, and well-being programs
- Financial well-being programs such as 401(k) and Employee Share Ownership Plan
- Paid time off and paid holidays
- Paid parental leave
- Family building benefits like adoption assistance, surrogacy, and cryopreservation
- Social well-being benefits like subsidized back-up child/elder care and tutoring
- Mentoring, coaching and learning programs
- Employee Resource Groups
- Disaster Relief
