Commercial Director

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Who you’ll be working with

With more than 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 2015 global revenues of EUR 11.9 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 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 Rightshore® is a trademark belonging to Capgemini

The focus of your role

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, Business Information Management (BIM), Business Process Management (BPM), Mobility, Analytics, Business Intelligence, Testing and many more.

About Consulting Services:
The digital economy is triggering a new wave of transformation in the way leaders and organisations do business. However, this rapid adoption of new technologies demands significant cultural change and challenges traditional business models. Our Capgemini Consulting teams design winning strategies by harnessing the power of the new digital economy. We deliver value and performance through our mastery of digital advances, information insight and business transformation.

About Commercial & Risk:
The Commercial & Risk Directorate (the C&RD team) provides leadership and support to Capgemini Application Services UK & Consulting Services UK regarding commercial and risk matters in the pursuit and delivery of client work. C&RD report locally in the UK at board level to the Application Service and Consulting Services businesses and globally in to the recently formed CCM office reporting directly to the chairman of Capgemini Group in France.

Main Purpose of this Role :

As a Commercial Director you will be responsible for negotiating and winning complex, risk aware Consulting, Application Development and Application Outsourcing contracts. Ensuring that risk and commercial best practice is taken into account throughout the sales cycle and applied to service delivery where required and where appropriate providing operational contract management support or coaching to Engagement Directors. The three key areas of responsibility are:

  1. Business risk assessment, management, and compliance. 
  2. Pre-sales shaping and deal commercial strategy development.
  3. Client negotiation.

What you’ll do

  • Developing appropriate commercial solutions for the business taking account of issues related to Sales, Delivery, Legal, Finance and Risk.
  • Ensuring that Capgemini Group, Application Services, and Consulting Services requirements are addressed appropriately to achieve Group and Strategic Business Unit (SBU) approval of deals.
  • Structuring deals, facilitating and working close with the Legal team when negotiating terms.
  • Leading or assisting with negotiation of deals (both with clients and suppliers) for large or strategic deals.
  • Creation of, or coaching related to, the deal negotiation strategy including ongoing status monitoring as the negotiation progresses.
  • Working with cross-functional teams to determine requirements for compliance with applicable regulations, changes in regulations and other emerging market trends.
  • Sign-off of deals from a business risk perspective and making representation to the Board at deal approval.
  • Providing commercial handover from pre-sale to post-sale teams.
  • Coaching and providing ad hoc Commercial and Risk advice, guidance and training to Sectors and Delivery Units.
  • Resolving disagreements and disputes in escalation and where required supporting litigation actions.
  • Re-negotiation of major contracts, such as extensions and major changes.
  • Providing instruction to, and deal specific coaching and support to Contract Managers post sales.
  • Escalation to Head of Risk where appropriate.

What you’ll bring

Essential :

  • Significant experience as a pre-sales Commercial Manager, including management of IT contracts for application services or implementation services
  • Extensive commercial leadership experience in the negotiation, shaping and winning of large Applications Development programmes and/or Application Outsourcing contracts in the UK public or private sectors..
  • Can demonstrate detailed understanding of key legal and commercial principles and obligations found in IT contracts, especially as regards third party software and service level agreements
  • Experience of vendor management and client facing negotiation at senior level 
  • Drafting skills and attention to detail 
  • Excellent communication skills.
  • Experience in dealing with senior client and supplier representatives (typically CxO). 
  • Strong numeracy skill and a good understanding of finance and accounting principles.


  • Experience in dispute management is not required but will be of benefit.
  • Contract management experience in an Application Development or Application Management delivery environment.

What we’ll offer you

Professional development. Accelerated career progression. An environment that encourages entrepreneurial spirit. It’s all on offer at Capgemini. And although collaboration is at the core of the way we work, we also recognise individual needs with a flexible benefits package you can tailor to suit you. 

Why we’re different

At Capgemini, we help organisations across the world become more agile, more competitive and more successful. Smart, tailored, often-groundbreaking technical solutions to complex problems are the norm. But so, too, is a culture that’s as collaborative as it is forward thinking. Working closely with each other, and with our clients, we get under the skin of businesses and to the heart of their goals. You will too.

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.

Find out more and apply

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