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Matt Wallaert
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Client Partner - Industrial and Manufacturing

Capgemini

Capgemini

United States
Posted on Saturday, June 29, 2024

Client Partner for Industrial / Manufacturing

Locations: Mid-West or East Coast

The Client Partner's focus will be account management for client engagements and delivering Capgemini engineering services value and outcomes to highly recognized Industrial and Manufacturing domain in North America. We are seeing a candidate with successful consultative selling background and with a hard-working ethic for value-based selling in selling engineering and design services.

Responsibilities

  • Understand and discuss Sales plan with Sales Leader to agree on potential major opportunities to be chased in his/her own focus area (sector, offers)
  • Work jointly with client to identify the client’s biggest engineering challenges, preferences and purchasing triggers.
  • Qualify major opportunities to be further pursued, drive consistency between Sales strategy (value messages, relationship approach, competitive differentiation) and content work led by bid team (solution design, pricing and costing, delivery of proposal, planned project management)
  • Run and engage in the collaborative selling Sales process
  • Lead Client Engagement, Delivery & Profitability of the account
  • Build and maintain an external network and client relationships
  • Research, map, establish, develop, and build strong positive relationships with prospects and client team members.
  • Responsible for revenue, order booking and P&L of the client business with and objective of growing the business to over $20 million over next 3 years.
  • Developing repeat business by understanding client context, upselling and cross-selling; Developing return on investment; Providing strategic inputs to shape the client value proposition and crafting successful presentations.
  • Closely supervise client engagement levels, conducting periodic business reviews and take measures to gain traction with the client.
  • Achieve agreed upon sales targets and outcomes within schedule.
  • Responsible for updating deal status and track success in a timely manner in our CRM software.

Required Skills

  • 10+ years of Consultative Sales and Account Management experience selling engineering services, product engineering and design services.
  • Ability to farm existing business and seek opportunities to build and shape new solutions services/ offerings to clients in Industrial and Manufacturing space
  • Strong background in solution selling – Engineering Services, Product Engineering, Physical, Systems and Digital Engineering, IOT, IIOT, Connectivity, Smart Manufacturing (Industry 4.0, MES, MOM etc.) and Digital Continuity (CAD, PLM, ALM)
  • Ability to communicate and influence at senior business levels
  • Proven sales experience in Engineering Services in a global complex environment
  • Validated sales track record – meeting or exceeding annual sales target of $10M+
  • Strong commercial, project/program delivery & solution development experience
  • Strong relationship building, communication, and influencing skills
  • Business Leadership skills
  • Strong interpersonal, written and oral communication skills
  • Driven and able to work in matrix organization
  • Self-motivated, enthusiastic individual able to communicate at all levels with a consistent track record of working on their own initiative

#LI-JE1

Life at Capgemini

Capgemini supports all aspects of your well-being throughout the changing stages of your life and career. For eligible employees, we offer:

  • Flexible work
  • Healthcare including dental, vision, mental health, and well-being programs
  • Financial well-being programs such as 401(k) and Employee Share Ownership Plan
  • Paid time off and paid holidays
  • Paid parental leave
  • Family building benefits like adoption assistance, surrogacy, and cryopreservation
  • Social well-being benefits like subsidized back-up child/elder care and tutoring
  • Mentoring, coaching and learning programs
  • Employee Resource Groups
  • Disaster Relief

About Capgemini Engineering

World leader in engineering and R&D services, Capgemini Engineering combines its broad industry knowledge and cutting-edge technologies in digital and software to support the convergence of the physical and digital worlds. Coupled with the capabilities of the rest of the Group, it helps clients to accelerate their journey towards Intelligent Industry. Capgemini Engineering has more than 55,000 engineer and scientist team members in over 30 countries across sectors including Aeronautics, Space, Defense, Naval, Automotive, Rail, Infrastructure & Transportation, Energy, Utilities & Chemicals, Life Sciences, Communications, Semiconductor & Electronics, Industrial & Consumer, Software & Internet.

Capgemini Engineering is an integral part of the Capgemini Group, a global leader in partnering with companies to transform and manage their business by harnessing the power of technology. The Group is guided every day by its purpose of unleashing human energy through technology for an inclusive and sustainable future. It is a responsible and diverse organization of over 360,000 team members in more than 50 countries. With its strong 55-year heritage and deep industry expertise, Capgemini is trusted by its clients to address the entire breadth of their business needs, from strategy and design to operations, fueled by the fast evolving and innovative world of cloud, data, AI, connectivity, software, digital engineering and platforms. The Group reported in 2022 global revenues of €22 billion.

Get the Future You Want | www.capgemini.com

Disclaimer[MMH1]

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.

This is a general description of the Duties, Responsibilities and Qualifications required for this position. Physical, mental, sensory or environmental demands may be referenced in an attempt to communicate the manner in which this position traditionally is performed. Whenever necessary to provide individuals with disabilities an equal employment opportunity, Capgemini will consider reasonable accommodations that might involve varying job requirements and/or changing the way this job is performed, provided that such accommodations do not pose an undue hardship.

Capgemini is committed to providing reasonable accommodations during our recruitment process. If you need assistance or accommodation, please reach out to your recruiting contact.