Account Manager/Executive – Utilities
Who you will be working with
At Capgemini, we help our clients to embrace innovation and transformation to get the future they want. By combining strategy, technology, data science, and creative design expertise with an inventive mindset, we partner with our clients to innovate and transform their business, helping them navigate today, while plotting a course for the future.
Capgemini is a global leader in partnering with companies to transform and manage their business by harnessing the power of technology. The Group is guided everyday by its purpose of unleashing human energy through technology for an inclusive and sustainable future. It is a responsible and diverse organization of 340,000 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 2021 global revenues of €18 billion.
Our brand promise “Get The Future You Want” reflects our passion for people and technology and highlights the company’s commitment to inclusion and sustainability.
An important aspect of ‘Get the Future You Want’ is to balance hybrid ways of working between your Capgemini office, home, and client location (where applicable). We recognize that it is an imperative to create flexibility so you can enjoy an optimal work-life balance and feel empowered to achieve success. When you come onboard, or before, please discuss this with your manager so you can agree the best ways of working for your role, team, and client.
The focus of your role
Capgemini is seeking a motivated and confident individual to join our Business Development team as an Account Manager. They will closely work with account team members to drive revenue growth, identify opportunities in the market and strengthen relationships with multiple accounts that are core and of strategic importance.
In search of an individual with proven ability to build trusted relationships, who can work independently and in a team environment and collaborate effectively cross functionally. The individual will have a strong executive presence, energetic and engaging style with demonstrated success in large matrix organizations
What you will do
The role encompasses several areas of responsibilities such as (but not limited to)
Managing Client Relationships
Own and manage a select group of client relationships as determined by practice leaders.
Develop in-depth knowledge of the client portfolio’s, including their strategies and business issues.
Aid in identifying key client stakeholders for the account teams; create power maps and a strategy for working with clients.
Collaborates with offering leaders to bring solutions to market and identify opportunities to engage with target clients.
Go-to-Market Strategy
Creates opportunities for activation of products and services across the account, collaborating with account team members on demand generation initiatives.
Collaborates with offering leaders to bring solutions to market and identify opportunities to engage with target customers.
Develops and tracks client feedback programs and win/loss reviews to produce crucial client insights; where necessary, lends a hand during client feedback interviews and is regarded as the client’s voice.
Plans, promotes, and oversees the distribution thought-leadership across the account portfolio.
Promotes cross-account integrated service line planning and activity.
Serves as a subject-matter expert on everything account and market related
Account Stewardship
Acts as a vital link between the account team and those responsible for account strategy and activation.
Establishes, communicates, tracks and provides account KPIs including revenue, client relationship activity, sales forecast, and pursues in reports and presentations.
Coordinating and leading the meetings and processes for account planning.
Helps define, and monitor account investments and draw attention to them for clients.
Uses internal resources in addition to conducting market scans on news/media, publications, investor/earning presentations to provide the account team with insightful information.
Closely collaborates with account coordinators to support account administration and account operations
Qualifications
5-7 years of Sales experience selling engineering, design services and business solutions
Strong background in solution selling – Digital Engineering, IoT, Cloud and Analytics etc
Deep knowledge of utilities industry with Functional knowledge of Transmission & Distribution (T&D), Smart Grids, AMI, Grid Operations, Field Operations, System Planning, Enterprise Transformation, Analytics, OT
Won and led deals of $5-10million independently in Engineering services and solution sales
Track record of deep, consultative, trust-based relationships and strong knowledge, understanding of client’s business with strong client references
Proven ability to build senior-level client relationships
Develop sales plan for the assigned customer portfolio and individual Account Plans
Identification, mobilization and management of internal and external stakeholders for achieving revenues
Understands and executes company strategy (financials, offerings, segments, target accounts)
Ability to manage multiple programs with focus on value selling and high-value models of selling
Ability to travel to US for customer engagements (expected 50%)
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.
Click the following link for more information on your rights as an Applicant – http://www.capgemini.com/resources/equal-employment-opportunity-is-the-law
Job: Project Manager
Organization: NA CAN INDUSTRIES
Title: Account Manager/Executive – Utilities
Location: CAN-ON-Toronto
Requisition ID: 070850
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