About the job you’re considering
As a VP in the Big Deals Team for the North and Central Europe SBU, you will have full ownership of multiyear multi tower deals > € 50 M TCV and therefore, must have the appropriate experience running such deals from inception to contract.
Hybrid working : The places that you work from day to day will vary according to your role, your needs, and those of the business; it will be a blend of Company offices, client sites, and your home; noting that you will be unable to work at home 100% of the time.
If you are successfully offered this position, you will go through a series of pre-employment checks, including: identity, nationality (single or dual) or immigration status, employment history going back 3 continuous years, and unspent criminal record check (known as Disclosure and Barring Service).
Your role
1. Act as coach to advise and assist sales, solutions, and other teams working on a pursuit so as to drive towards a common objective to WIN
2. Front end/ lead large deal pursuit internally and with customers and conduct various technical engagements.
3. Work with a matrixed organization to draw out the best of Capgemini to create transformational and disruptive propositions.
4. Lead and own integrated transformation plan, risks and mitigation strategy during deal pursuits
5. Guide development of stream-wise transformation plans. Ensure that all stream-wise transformation plans are consistent and integrated with the overall program plan.
6. Work with the customer team to gain acceptance of the transformation plans and jointly develop acceptance and service readiness criteria.
7. Provide leadership to ensure competitive commercial proposition.
8. Ensure alignment of strategy, with solution from a technology, business and cost fitment.
9. Create and own the customer business case and drive the business case discussions with the customer.
10. Identify, assess and enlist the commitment of internal, customer and 3rd party actors required to shape, execute and win deals according to plan.
11. Create an IT architecture strategy and plan aligned with customer business goals
12. Creation of framework and approaches which can act as a differentiator.
13. Discuss & provide inputs to Deal Lead and team towards Win Themes, SWOT, Win/Loss Analysis, etc
14. Participate & lead technical due diligence exercises.
You can bring your whole self to work. At Capgemini building an inclusive future is part of everyday life and will be part of your working reality. We have built a representative and welcoming environment, for everyone.
Your skills and experience
15. Proven experience leading and closing large, multi-tower, complex and transformational deals:Applications + Infra + consulting, etc. and involving staff transfer, asset takeover, captive buyout, etc.Transformational deals, e.g., taking on as-is IT estates and transforming to target platforms and operating models like product orientation. S4 transformation, etc.
16. Preferably, experience selling across multiple industry sectors.
17. Experience in consultative selling, taking deals from early shaping to RFI, RFP, BAFO and contracting.
18. Experience creating the deal strategy, shape the deal, building solution and commercial strategy.
19. Deep understanding of e-2-e and multi-discipline solutioning.
20. Strong understanding of contracting & commercials, complex pricing models.
21. Ability to lead, orchestrate and motivate large (50-100) leveraged teams for the duration of the deal pursuit.
22. Experience identifying, mapping key deal stakeholders. Establishing and nurturing client relationships (operational, sr. mgmt. and CxOs) during deal pursuits.
23. Managing complex internal and client processes.
24. Good understanding of current and emerging offerings in the industry.
25. Stakeholder engagement: Ability to interact with key stakeholders at client and/or within Capgemini, negotiating and/or influencing on significant matters.
26. Take e-2-e ownership of the entire cradle to contract deal pursuit process.
27. Broad and deep understanding of the industry, the players and competition.
28. Experience meeting and exceeding individual sales targets 100 – 200 MEUR annually.
29. Strong communication and presentation skills.
30. Self-driven, lots of passion and drive to WIN
What does ‘Get The Future You Want ‘ mean for you?
Shared Energy
You will be empowered to explore, innovate, and progress. You will benefit from Capgemini’s ‘learning for life’ mindset, meaning you will have countless training and development opportunities from thinktanks to hackathons, and access to 250,000 courses with numerous external certifications from AWS, Microsoft, Harvard ManageMentor, Cybersecurity qualifications and much more.
Impactful and ethical
You will be joining one of the World’s Most Ethical Companies®, as recognised by Ethisphere® for 12 consecutive years. We live our values by making ethical business choices every day. Working ethically is at the centre of our culture at Capgemini, meaning you will be helping to create a future we can all be proud of.
Your wellbeing
You’d be joining an accredited Great Place to work for Wellbeing in 2024. Employee wellbeing is vitally important to us as an organisation. We see a healthy and happy workforce a critical component for us to achieve our organisational ambitions.
To help support wellbeing we have trained ‘Mental Health Champions’ across each of our business areas, and we have invested in wellbeing apps such as Thrive and Peppy.
Why you should consider Capgemini
Growing clients’ businesses while building a more sustainable, more inclusive future is a tough ask. When you join Capgemini, you’ll join a thriving company and become part of a collective of free-thinkers, entrepreneurs and industry experts. We find new ways technology can help us reimagine what’s possible. It’s why, together, we seek out opportunities that will transform the world’s leading businesses, and it’s how you’ll gain the experiences and connections you need to shape your future. By learning from each other every day, sharing knowledge, and always pushing yourself to do better, you’ll build the skills you want. You’ll use your skills to help our clients leverage technology to innovate and grow their business. So, it might not always be easy, but making the world a better place rarely is.
About Capgemini
Capgemini is a global business and technology transformation partner, helping organisations to accelerate their dual transition to a digital and sustainable world, while creating tangible impact for enterprises and society. It is a responsible and diverse group of 340,000 team members in more than 50 countries. With its strong over 55-year heritage, Capgemini is trusted by its clients to unlock the value of technology to address the entire breadth of their business needs. It delivers end-to-end services and solutions leveraging strengths from strategy and design to engineering, all fuelled by its market leading capabilities in AI, generative AI, cloud and data, combined with its deep industry expertise and partner ecosystem. The Group reported 2024 global revenues of €22.1 billion.