Account Exec, Utilities

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Flexible, South or Midlands preferred

About Us

Now with 180,000 people in over 40 countries, Capgemini is one of the world's foremost providers of consulting, technology and outsourcing services. The Group reported 2014 global revenues of EUR 10.573 billion. 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 organisation, Capgemini has developed its own way of working, the Collaborative Business ExperienceTM, and draws on Rightshore®, its worldwide delivery model.

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Rightshore® is a trademark belonging to Capgemini

About Application Services

Application Services combines our Application Outsourcing and Application Development capabilities to create a full lifecycle suite of services. The aim is to provide our clients with a seamless service between IT architecture, implementation projects, applications maintenance, upgrades, renewals and Software-as-a-Service (SaaS). We serve over 1,000 clients, of whom 34 are Fortune 100 accounts. With particular strengths in Public Sector, Banking, Insurance, Capital Markets, Retail/Consumer Products, Life Sciences, Media, Telecoms, and Utilities, our offers include Applications Management, Custom/bespoke development, ERP, Business Information Management (BIM), Business Process Management (BPM), Mobility, Analytics, Business Intelligence, Testing and many more.


Main Purpose of Role

This role will be responsible for driving sales of predominantly Applications Solutions in the Energy and Utilities subsector. This role will promote Capgemini in the market and will build relationships with clients and IT Services Eco-system partners promoting the Capgemini brand and broader Capgemini offers in the Application Solutions space.

We have roles available for both Account Management and New Business Sales. Both roles are sales and quota bearing and sales forms the primary performance objective.

The New Business Sales role will emphasise new logo acquisition and demand generation (including cold calling where necessary).

The Account Management roles will have both a sales and P&L focus for existing clients but will also require activity in new logo clients as required.  We are particularly interested in people with experience in asset intensive clients.

Key Responsibilities

Working closely with Sector & Delivery Unit Management teams, this individual will be responsible for creating and driving their own pipeline, in line with the business unit’s overall business strategy and direction. Originating and nurturing the development of the business, new revenue streams and directing proposition development will be key focus areas. You will be familiar with the various sources of demand – how to identify them, nurture them and be responsible for building an active pipeline of prospective deals.

The focus of this person will be on mid-sized AD and AM deals (those in the £5m to £50m range) involving multiple technologies (e.g. ERP, Mainframe, Legacy and COTS). You will be focused on new client acquisition and driving growth into new name logos, and will have the ability to both create and drive opportunities to closure.

You will be expert an in demand generation activities that are relevant to this market segment and will play a lead role in devising strategies to promote Capgemini in these forums with tangible business results.
Individually you will have clear and unambiguous accountability for improving Capgemini’s credibility within target clients in the market. You will both frame and drive business opportunities, leveraging the Applications Delivery teams. This will also involve the shaping and framing of propositions to meet client requirements working alongside Sector Leadership, Service Delivery Managers, Solution Architects and Proposal Development teams, responsible for sales closure of the deals following Capgemini processes and achieving the sales targets including revenues and profitability.

Key for these roles will be the ability to assimilate complex Capgemini business propositions and use them to guide client conversations.  The fundamental skills of client need and issue discovery are clearly critical here, as is the ability to dynamically switch between issue discovery and proposition qualification.  These skills are necessary not only at the early stages of a client relationship but as part of ongoing deal and account management.

Person Profile


  • Recent experience working for a Large Tier-1/2 Global IT or Consulting organisation in Sales or with responsibility for Business Development in the Application Solutions space.
  • Hold a network of contacts within relevant commercial organisations including software and hardware vendors, industry analysts and advisors besides prospective clients.
  • Private Sector experience and expertise within the utilities space.
  •  Proven track record of selling in the Private Sector both through formal procurement processes and through informal relationship based selling.
  • Personally have led and sold at least three +10m GBP TCV Application Solutions
  • Deals to FTSE 350 / Fortune 500 organisations. The client must be willing to provide a reference for your leadership role in the sale.
  •  Exceptional focus on all aspects of P&L management and reporting  at both a pursuit and client level
  • Creative and innovative, with gravitas to lead CIO / IT Director / Board level business meetings to position deals and in sales closure.
  • Well versed with commercial models, estimation techniques, pricing trends, TUPE regulations, crafting complex MSA & SOW documents.
  •  Sold AM solutions involving service delivery from Nearshore / Offshore locations outside UK & mutualised teams be able to craft solution including distributed delivery elements, price-to-win and articulating value proposition.
  •  Ability to innovatively and constructively challenge the status quo to drive forward the business.
  • Able to operate with a high degree of independence as well as being part of a team.


  • Strong technical experience with hands-on IT Solution / Service Delivery experience during some stage in the career.
  • Industry experience (outside of IT / Consulting firms)
  • Experience of using Holden sales process


Additional Information

Capgemini positively encourages applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, gender reassignment, religion or belief, marital status, or pregnancy and maternity. We are committed to hiring, developing and retaining the best people to deliver innovative, world-class solutions for our clients.  We foster an inclusive culture that enables everyone to achieve their full potential and enjoy a fulfilling career with us. Our comprehensive flexible benefits package and lifestyle policies enable our employees to balance their individual, family and work-life needs.

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