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Matt Wallaert
Matt Wallaert
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UK Strategic Deal Maker - Vice President



United Kingdom
Posted on Thursday, June 27, 2024

Role Description

Reporting to the UK Chief Sales Office and part of the Group Strategic Deal team, the Strategic Deal Maker role is truly a master in our industry at origination, shaping pre-market opportunities, and leading very large / mega deals through to successful conversion of very large and mega deals within the Group.
These opportunities are large and complex deals with TCV > 250M€, and which will involve a wide range of the Group’s portfolio of services, cross-discipline and often involving multiple business units and geographies.
You will lead the Group’s largest, strategic priority deals on our largest accounts from the origination, shaping phase through to conversion developing disruptive business value driven propositions for our clients.
Working closely together with the Executive Sponsor and Group Account Executive on key priority accounts, you will shape and develop propositions for our clients which support their business transformation, challenges or even unique business propositions such as joint ventures, go to market, captive acquisitions.

You will develop trusted business CxO relationships through bring value to a client as well as building trust and relationships with internal senior executive stakeholders and lead and inspire people within the assigned deal team.

This role is a master at early deal shaping, and origination of disruptive ideas to generate major opportunities and to lead these significant opportunities through to successful contract signature.
Once a deal progresses from origination phase and is formally qualified you would be accountable for leading the deal/pursuit working closely with the Strategic Business Unit and Group Account Executive, to further developing the sales, pricing, commercial strategies, and the client value proposition, right through to negotiating the final contract with the supporting deal team.
You will be a master of the psychology of client’s buying behaviour and able to persuade the client at CxO levels to commit to a significant multi-year engagement and beating the competition by bringing the best of the Capgemini Group aligned to your winning competitive sales strategy.

Key responsibilities

• Develop trusted relationships with senior executive stakeholders at the client CxO levels as well as key decision makers within a pursuit.
• Build and leverage a network of client, advisor and partner relationships relevant for the deal.
• Work together with the account team, the relevant market/business unit to identify potential opportunities and throughout the pursuit itself.
• Engage early, help shape and develop these opportunities from an early stage, prior to the client going to market.
• Think big and bold in identifying and evaluating the opportunities and leverage the Group’s entire portfolio.
• Address complex client issues involving interactions up to executive level and master meetings and negotiations techniques.
• Overall responsible for leading large and complex opportunities along the collaborative selling sales process until successful closing
• Lead the development of the sales strategy, deal making and closing major complex opportunities.
• Lead and master the internal stakeholder buy-in and the approval processes for large deals.
• Emphasize that clients buy from people and coaches others in persuading clients on all levels (rational, political and emotional)
• Be a strong people leader, inspiring, encouraging, developing and supporting the deal team as well as other stakeholders within the Group to inspire a winning culture within the team.
• Act as a “change agent” in the sales organization and encourage peers to pursue mega deal opportunities and coach and support more junior strategic deal teams to help them be successful.

Experience required

You will have vast experience and a successful track record of shaping and closing the biggest deals in the market. You will have experience of selling multi-tower, multi-discipline services spanning applications, cloud infrastructure and potentially business process services. You will bring demonstrated credibility of building CxO level relationships, and a large network of advisors, partners and clients from your previous engagements.

You are flexible and dynamic and have the energy, commitment and resilience to achieve your targets in challenging and evolving business environments. Credible and collaborative, you are recognized as a prominent player in your domain and have a proven track record with clients.

You are an experienced people leader, leading multi-discipline teams and inspiring them, coaching them and developing their own personal knowledge on the journey to win the biggest deals in the market place. You will be a strong networker, able to bring the Group, and partners/advisors/external parties along with you.

You manage your own time to meet agreed targets and develop plans for definite work. Probing and listening carefully, you have the ability to identify the problem and all relevant issues in straight forward situations, find the underlying matters and patterns, and bring a new outlook on actual propositions and solutions to complex situations. Fully competent in your area, you take sound decisions and deliver a clear, well-structured and concise argument to support your opinion.

You demonstrate the following competencies:
• Active Connector
• Agile Player
• Business Acumen
• Business Builder
• Client Value Relationship
• Deal Management
• La Niaque
• Market Presence
• Network Management
• Opportunity Management
• People Developer
• Profit Shaper

What does ‘Get The Future You Want ‘ mean for you?

You’ll be bringing your unique skills and perspectives to the team, inspiring and taking inspiration from your teammates as you unlock value in everything you do. You’ll be joining a professional community of experts, who have got your back and will support you, every step of the way.

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.

Why you should consider Capgemini

Growing clients’ businesses while building a more sustainable, more inclusive future is a tough ask. But when you join Capgemini, you join a thriving company and become part of a diverse collective of free-thinkers, entrepreneurs and industry experts. A powerful source of energy that drives us all to 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. And you’ll use them to help our clients leverage technology to grow their business and give innovation that human touch the world needs. 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 organizations 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 fueled by its market leading capabilities in AI, cloud and data, combined with its deep industry expertise and partner ecosystem. The Group reported 2023 global revenues of €22.5 billion.