Let's talk about the team:

Our Cloud Infrastructure Services & Modern Work (CIS & MW) practice brings together the right technology, processes, and culture to deliver business agility and cost reduction to our clients. We provide cloud focused client advisory and delivery services on areas such as hybrid cloud, workplace services, security, service desk and cloud service management/delivery.

Capgemini has proven experience in building cloud strategies that have enabled our clients to adopt a cloud-first approach to achieving their business objectives. Our Cloud Infrastructure Services (CIS) enable enterprises to overcome the barriers to cloud adoption and manage the real business risks.

Let’s talk about the role and responsibilities:

We have opportunities for Sales Directors in several sector verticals, which could be based in various locations in Australia; Sydney, Melbourne, and Canberra ideally but we are open to other base locations. The purpose of the Sales Director role is to lead CIS sales opportunities within the designated sector vertical. You will identify, develop, and close CIS opportunities between $1m AUD and $50m+ AUD. Sectors include consumer products, retail, distribution & transport (CPRDT); energy transition, utilities, and natural resources (ETUNR) and Public Sector.

• Develop deep and specialist advisor relationships with C-Level client executives in CPRDT or ETUNR or senior public sector / Government department heads and other relevant high-level stakeholders.
• Identification of CIS sales opportunities across all our capabilities
• Ensure Capgemini is known to the key decision makers and procurement leads across targeted public sector departments or CPRDT or ETUNR clients , so Capgemini is always on the invitation list for tenders and wherever possible has influenced the thinking and shaping of the tender approach to feature Capgemini capabilities and thought leadership
• Refer non-CIS opportunities identified to the relevant sector leader or ANZ Chief Sales Officer (CSO)
• Work with the solutions teams to shape opportunities to maximise CIS quality revenue and probability of winning.
• Develop compelling sales strategies and tailored ‘unique’ value propositions and solutions for clients
• Develop and maintain account sales plans & opportunity close plans, working in collaboration with the Client Partner, sector leads, and senior relationships holders across Capgemini, creating a CIS specific plan and pipeline and ensuring it is aligned and integrated with the overall Capgemini account plan.
• Develop and accurately manage a sales pipeline within the sales management tool.
• Develop and maintain close working relationships with Capgemini’s priority partners to stay abreast of in market opportunities, latest technology developments and partners go to market offerings.
• Be aware of and attend all industry relevant briefings and forums, backed by a contemporary knowledge of all the latest technology and associated releases / developments, this includes existing and emerging market trends that will enable the creation of unique and compelling value propositions to the Public Sector or CPRDT or ETUNR sector
• Stay current on all Government policy updates and anticipated legislative changes, to allow for a rapid and market leading response to the sector

Let’s talk about your capability and experience:

• Several years' experience of selling large/complex transformational and/or outsourcing services contracts with a combination of on-shore and off-shore delivery models.
• Experience in selling Cloud, Infrastructure, Cybersecurity, Employee Experience, Digital Workplace, and/or Enterprise Service Management solutions.
• Demonstrable track record in achieving / overachieving sales targets, developing strategic plans and successful prosecution thereof.
• Experience in analysing challenges of potential customers and leading commercial conversations around Return on Investment (ROI) and Total Cost of Ownership (TCO) with senior level public sector executives.
• Understanding of sector specific challenges, environments, issues, and trends (as noted above)
• Demonstrable track record of opening previously out of scope areas of existing customers and/or displacing incumbent providers.
• Demonstrable track record in building relationships and influence across varying levels in the Public Sector (local, state, Federal) or CPRDT or ETUNR sector
• Excellent internal networking and collaboration skills, ability to influence without authority where needed and enrol the best talent from the business to support CIS initiatives.
• Experience in working within a global, matrix, organisation.
• Excellent oral, written & presentation skills
• Stakeholder management
• Collaboration skills
• Commercial acumen
• Broad economic & strong political / legislative understanding & awareness
• Passion for winning and dedication to professional excellence

About Capgemini:

At Capgemini, we are more than just a business, we are a diverse global collective of strategic and technological experts who are passionate about finding ways technology can help our clients, our people and our communities get the future they want.

Our people are the key to making this vision a reality, which is why we have been recognised by the Australian Workplace Equality Index as LGTBQ+ ‘Employer of the Year’ and ‘Inclusion of Trans and Gender Diverse Employees’ for the past two years. We believe in creating a safe, flexible, and inclusive culture where everyone can bring their authentic selves to work, contributing to our inclusive culture and truly belong, and our staff-led community groups are a testament to this commitment. We are committed to being active allies for everyone.

We believe by combining the power of the latest technology with our human energy, we can drive sustainable thinking into our operations and the work we do with clients. Its why we are committing to being carbon neutral for our own operations no later than 2025 and across our supply chain by 2030 and committed to becoming a net zero business by 2040.

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