Account Executive Tech

Capgemini•San Francisco, CA

13d

About The Position

Capgemini is seeking an experienced Account Executive with a proven track record of developing a profitable business from our managed accounts. The Account Executive manages a mid-sized to large global or regional account and entails the group responsibility towards the client. Develops long-term intimacy with client, has overall accountability for account and group target revenues, leveraging and performing cross-discipline. Understands the key influencers within the client organization, quickly identifies client culture and balances professional manner to suit client requirements. This Account Executive will be aligned to Capgemini’s Telecommunications, Media and Entertainment vertical.

Requirements

The capability to generate new business from new offers or new logos.
Leads the deal process through development of Sales strategy, solution proposal, and deal closing for large opportunities.
Manages identification and generation of Sales opportunities and the cultivation of pipeline growth.
Effectively exceeds network and contacts to build and maintain an attitude of vigilance for opportunities.
Identifies and escalates market trends to appropriate clients and Capgemini leaders.
15+ years
Experience in a senior client/account management role within the supply side including management of account P&L of 70-100MM or greater.
Proven track record of delivering IT solutions and growing revenue within a major account.
Candidates should be flexible / willing to work across this delivery landscape which includes and not limited to Agile Applications Development, Support and Deployment.
Applicants for employment in the US must have valid work authorization that does not now and/or will not in the future require sponsorship of a visa for employment authorization in the US by Capgemini.

Responsibilities

Provide strategic direction and drive business with client to achieve revenue growth, profitability and continuing customer satisfaction.
Maximize opportunities across all service lines, taking accountability for qualification and closure of all new business within the account.
Own and develop the long-term client relationship on behalf of Capgemini.
Provide the necessary direction and management of the Account Team, identifying and implementing any development needs as required.
Work closely with the solutions team in the Outsourcing, Technology Services and the various Sector groups to develop and win a pipeline of new/add-on business.
Appropriately manage relationship with the client covering all commercial, risk and opportunity development aspects of the services provided.
Sole accountability for client, conducting negotiations for new, add-on and existing services to ensure commercial viability and realistic expectation setting.
Own and develop the long-term relationship with the client on behalf of Capgemini, operating at board level.
Develop and manage the overall account plan and forecast and provide monthly status reports.
Provide escalation point for the customer and work with Managers from other service lines within Capgemini to ensure that service provision meets both SLAs & expectations.
Ensure that Capgemini is positioned effectively within client at board and senior management level and is well represented for potential major new projects or bids.
Establish and develop long-term customer commitment through maintaining strong customer satisfaction.
Be seen by the client as a trusted advisor.
Develop positive relationships and regular contact with key client stakeholders at senior/board level
Oversee day to day delivery of the services provided to the client
Work across disciplines to ensure a consistent, one Capgemini approach to client engagement.
Ensure that all programs/project/services are consistently delivered to agreed client expectations taking account of time, budget, quality and acceptable risk.
Establish a positive working environment for Capgemini delivery resources involved in client projects.
Manage onshore, near shore and off shore delivery teams in various countries.
Set direction, coach, mentor and manage performance of account team, 50-100+ people or greater at various levels and locations.
Have previously led delivery of technology services across applications, infrastructure and business services.
Work closely with Delivery Management to ensure that expectations are managed, and that appropriate support is available.
Work closely with other Business Units/teams to ensure that consistent messages are projected.