State Local and Education Sales Executive

Capgemini is seeking an experienced, highly motivated business development executive for our State Local and Education (SLED) Sales Team.  Although the role may evolve to a national responsibility, the primary responsibility will be to cover the mid-Atlantic and Southeastern states. This position is responsible to develop, cultivate and leverage relationships to sell information technology services primarily to state Chief Information Officers, Chief Administrative Officers, Chief Financial Officers, and Chief Operating Officers, though other stakeholders in the CIO organization are also very important.

This Sales Executive will sell our market leading consulting, technology and digital transformation services to address the entire breadth of client opportunities in the evolving state government market of cloud and digital solutions.  This will be accomplished by gaining a thorough understanding of the client's needs and the corresponding IT initiatives Capgemini can provide by developing compelling business value proposals for our solutions and ultimately closing business. This position will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the targeted states.

Responsibilities

·         Identify and qualify opportunities according to Capgemini processes, tracking and reporting them through provided tools and pipeline meetings, prospectively

·         Exceed revenue quota goals on a monthly, quarterly, and yearly basis

·         Demonstrate the ability to respond promptly to client inquiries, while providing them with the proper information and access to subject matter experts (SMEs) based on the client's specific needs and interests

·         Develop business plans, which align to the assigned geographic and client needs.

·         Engage and work with service lines, contract management, marketing, and partners as appropriate with the singular goal of bringing the best answers to clients in order to grow revenue

·         Collaborate with Marketing to develop and execute marketing plans for clients, advisors, and partners

·         Follow-up on all leads supplied and ensure internal sales tracking systems are updated

·         Marshal and lead the appropriate technical resources to demonstrate Capgemini’s advantages to the client

·         Follow-up with clients and work with account and delivery teams to ensure consistent and ongoing coverage of account including new sales opportunities

·         Understand and work in all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, closing, and booking process

·         Develop and maintain a deep understanding of the assigned states/geography including the clients, the prospects, the partners, the influencer's, and the competitors

·         Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the Capgemini market space

·         Maintain the highest level of client satisfaction within the accounts in your assigned states through a systematic means of introducing innovation and value creation that demonstrate an anticipatory understanding of your clients’ needs

·         Maintain positive, 'total client service' attitude and demonstrate Capgemini’s Values

• Coordinate, plan, and schedule sales support functions with service line BDEs

• Demonstrate the ability to create and manage conversations at all business and technical levels of a client's organization from the C-suite to the administrative assistant pool.

• Utilize communication, reporting, and tracking tools and keep all your information up to date.

• Client Focus: Act in ways that demonstrate client centricity, focus and satisfaction by building effective relationships with clients, identifying, meeting and exceeding their expectations, and ALWAYS treat them with dignity and respect

• Partner Collaboration: Work with the Capgemini partner ecosystem.  Build effective relationships and leverage our partner programs to improve accessibility and creditability with target and current clients

• Market Management: Manage assigned states or geography, considering each and all accounts collectively; establish accurate plans and forecasts; prioritize efforts; generate short term results while holding a long-term perspective to maximize overall market viability

• Effective Communication: Deliver oral and written communications that are impactful and persuasive with their intended audience

• Industry Knowledge: In-depth knowledge of Capgemini Solutions and relevant marketplace trends being comfortable speaking with authority regarding best practices, competitive practices, regulatory issues, etc.

• Effective Selling: Utilize solutions-oriented, systematic approach to selling, leverage mastery of sales best practices and Capgemini’s sales methodology

• Business Acumen: Understand key aspects of business, e.g., business models and competitive positioning; also understand how business operates, including role of structure, systems, and processes; can speak in business language when applying professional expertise

• Financial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business success

• 10 years of IT sales experience, preferably selling Cloud, transformation and digital services

• 5 years of experience selling into the SLED market with demonstrated knowledge and experience in the mid-Atlantic and southeastern market.

• Demonstratable, proven results in a quota-oriented sales environment and an understanding of technology and technological innovations
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Experience Requirements:

 

• 10 years of IT sales experience, preferably selling Cloud, transformation and digital services

• 5 years of experience selling into the SLED market with demonstrated knowledge and experience in the mid-Atlantic and southeastern market.

• Demonstratable, proven results in a quota-oriented sales environment and an understanding of technology and technological innovations

 

With more than 190,000 people, Capgemini is present in over 40 countries and celebrates its 50th Anniversary year in 2018. A global leader in consulting, technology and outsourcing services, the

Group reported 2019 global revenues of EUR 12.5 billion (about $13.8 billion USD). Together with its clients, Capgemini creates and delivers business, technology and digital

solutions that fit their needs, enabling them to achieve innovation and competitiveness. A deeply multicultural organization, Capgemini has developed its own way of working, the Collaborative Business ExperienceTM, and draws on Rightshore�, its worldwide delivery model.

 

Learn more about us at www.capgemini.com.

                                                                                           

Capgemini is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity/expression, age, religion, disability, sexual orientation, genetics, veteran status, marital status or any other characteristic protected by law.