Business Development Executive Business Development Executive …

Business Development Executive Business Development Executive---Ivalua Procurement Solutions

About Capgemini

A global leader in consulting, technology services and digital transformation, Capgemini is at the forefront of innovation to address the entire breadth of clients opportunities in the evolving world of cloud, digital and platforms. Building on its strong 50 year heritage and deep industry-specific expertise, Capgemini enables organizations to realize their business ambitions through an array of services from strategy to operations. Capgemini is driven by the conviction that the business value of technology comes from and through people. It is a multicultural company of 200,000 team members in more than 40 countries. The Group reported 2018 global revenues of EUR 13.2 billion.

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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.

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Capgemini

Capgemini, one of the world's foremost providers of consulting, technology and outsourcing services, enables its clients to transform and perform through technologies. Capgemini has a unique way of working with its clients called the Collaborative Business Experience. The Collaborative Business Experience is designed to help our clients achieve better, faster, more sustainable results through seamless access to our network of world-leading technology partners and collaboration-focussed methods and tools. Through commitment to mutual success and the achievement of tangible value, we help businesses implement growth strategies, leverage technology, and thrive through the power of collaboration.

One of our global business lines is Business Services (formerly BPO). BSv has developed significant capability in Finance and Accounting, Supply Chain Management (SCM), HRO and has over 20,000 employees of which 10,000 are based in India. India therefore plays a pivotal role in the organisation with respect to future BPO strategy and delivery of services to its clients.

BSv is planning explosive growth over the next few years and the organisation is therefore taking the opportunity to invest in this role as part of that growth to ensure it has the capabilities in place now to support this planned growth. BSv has recently moved to a vertical sector focus and this role represents one of the important areas of activity in this new organisation and is therefore a key hire within the BSv senior executive team.

Location Open

Position:

The Sales Lead will identify, capture and close opportunities to provide consulting and business services to all potential clients. The Sales Lead will identify and cultivate relationships and executive sponsors at the VP+ level and will be responsible for selling a the full Ivalua suite as well as Procurement transformation and Procurement Operations.

The annual sales quota for this position is $15- $20MM in booking. The Sales Lead will play an integral role in the growth of the company’s Ivalua Technology service line in North America. This role is highly visible up through the CEO of BSv globally. The individual in question must be comfortable working within a matrix environment from a reporting and resource perspective. 

Reporting Relationship:

The Sales Lead - Ivalua will report to the Business Services Global Procurement lead.

Location:

The Sales Lead will be NA focused and he/she will be assigned the full North America territory. There is a high degree of travel associated with this role.

Primary Responsibilities:

• Selling the Ivalua Procurement/Supply Chain solution sets into target clients
• Originating and qualifying leads via cold-calling, networking, Social media, events and/or other sources and develop relationships with Director level executives within targeted functions, markets and sectors
• The primary focus and objective will be to develop new business and buying centers within the assigned accounts
• Develop and qualify leads into pursuits and close pursuits
• Leverage knowledge of industry trends and client challenges to develop and deliver compelling value propositions
• Lead and motivate sales pursuit teams
• Lead teams in development of project proposals, employ data gathering techniques and analysis in order to present proposed solutions to clients
• Make significant contributions to the local team and the company sales culture
• Manage client expectations throughout the sales cycle and closing process
• Develop and manage a pipeline of qualified opportunities

The Candidate:

• Minimum of 5 years experience in selling Procurement Transformation
• 2-4 years of experience selling Procurement technology, Ivalua-preferred.
• Ability to generate business opportunities with external technology partners (Ivalua)
• Qualified candidates must have experience in developing new sales opportunities for new logo and existing clients, supporting the formulating of solutions for sales proposals (including pricing, scope, and schedules) and closing mid sized deals ($500K - $2MM)
• Comprehensive understanding of targeted functional business environments, issues and the trends affecting technology spend and usage
• A well documented track record of achieving annual sales quotas of $ 15MM- $20MM in ABR
• Recent experience selling procurement services engagements in the $500K – $5MM range
• Qualified applicants must demonstrate a consistent ability to exceed sales targets on a YOY basis
• Reference-able relationships at the VP+ or decision maker level
• History of successful sales of technology implementation deals
• Experience in building and maintaining relationships with senior executives within the Procurement, Supply Chain and Finance organizations
• Excellent oral and written communication skills and outstanding presentation skills
• Ability to work in a global organizational and service delivery environment
• Demonstrated commitment to stay abreast of industry trends and technical advancements across multiple business sectors
• Ability to work in a fast paced, competitive sales culture
• Ability to travel extensively as required
• High level of personal and professional integrity
• Excellent attention to detail
• Excellent time management skills

Problem Solving: 

Analytical thought needed to resolve issues in a variety of complex situations, without supervision.

Nature of Impact: 

Routinely impacts quality, timeliness of results and revenues.

Interpersonal Skills: 

Developed communication skills to exchange complex information.

Negotiation Skills: 

Negotiates internally and externally at high levels or with persons of influence frequently.

Min. Education: 

Undergraduate degree required.

Primary Location: US-TX-Dallas
Work Locations:
Job: Project Manager
Organization: Capgemini Global
Schedule: Full-time