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Business Development Executive

3 months ago

Melbourne, Victoria, Australia Capgemini Full time
About Capgemini


Capgemini is a diverse collective of more than 350,000 strategic and technological experts based across more than 50 countries, partnering with world-renowned clients to transform and manage their businesses.

We are dedicated to leveraging cloud, data, AI, connectivity, software, digital engineering, and platforms to address the entire breadth of their business needs.

This passion drives a powerful commitment - to unlock the true value of technology.


Over the last 18 months, we have tripled our business in Australia and New Zealand, with over 3,500 team members devoted to helping clients get the future they want.

_Now is the time to join our rapidly growing team who are at the forefront of finding new ways technology can help us reimagine what's possible, collecting unique career experiences with global brands and game-changing tech projects.

_

Let's talk about the team:
Public sector faces many challenges, from globalization to increased citizen expectations of real-time responsiveness.

Capgemini works closely with government organizations across the globe to help them meet those challenges through digital transformation strategies, technology delivery, and citizen-led innovation.

Whether for a municipality, a hospital, or a ministry of finance, technology is bringing new ways to guarantee operational efficiency, and better services that put the citizen at the center.


We help public institutions focus on solving their challenges by leveraging human energy through digitisation - towards a sustainable and inclusive future.


Let's talk about the role and responsibilities:

Lead the development of sales leads to a win through the development of Sales strategies, solution proposal and deal closing for large opportunities in the Victorian government.

Manage identification and generation of sales opportunities and the cultivation of pipeline growth. Effectively manage and build network and contacts to maintain an attitude of vigilance for opportunities. Identify and escalate market trends to appropriate client stakeholders and Capgemini leaders.

  • Understand and discuss sales plan with sales leader to agree on potential major opportunities to be pursued
  • Qualify major opportunities to be further pursued, drive consistency between sales strategy (value messages, relationship approach, competitive differentiation) and content work managed by bid team (solution design, pricing and costing, delivery of proposal, planned project management)
  • Manage and be accountable for the opportunity along the collaborative selling sales process until closing
  • Build and maintain an external network and client relationships
  • Address complex client issues involving interactions up to senior executive level and master meeting and negotiation techniques
  • Manage business development costs according to levels set by business unit leaders and provide forecast to BU Sales Leadership
  • Design bid organization, recruit internally for bid organization and account management team and other salespeople connected to the client
  • Continue to develop deep and trusted advisor relationships with senior executive level stakeholders
  • Leverage your knowledge of industry trends and client strategic objectives & challenges to develop and deliver compelling value propositions
  • Develop tailored vallue propositions & own the pricing and technology strategy for particular pursuits
  • Collaborate with global sector to learn and grow

Let's talk about your capability and experience:

An experienced technology solutioning professional, you will be responsible for identifying, developing, and managing sales pipeline opportunities for large, multi-year, $multi-million total contract value (TCV) deals within the Victorian government.


  • Several years' experience of solutioning large/complex transformational and/or outsourcing services contracts with a combination of onshore and offshore delivery models in the public sector
  • Experience in analysing challenges of potential customers and leading commercial conversations around Return on Investment (ROI) and Total Cost of Ownership (TCO) with senior executive level stakeholders
  • Understanding of the public sector environment, issues, and trends
  • Demonstrable track record of developing opportunities in outofscope areas of existing customers and/or displacing incumbent providers
  • Demonstrable track record in building relationships and influence at senior executive level
  • Experience of working within a global, matrix organisation
  • Personal interest in macroeconomic and other global factors influencing business
  • Contemporary knowledge and understanding of innovation and technical advancements within the public sector
  • Experience with sales pipeline reporting, forecasting and governance in a CRM system, ideally Salesforce
Let's talk about what's in it for you

  • We believe technology is about more than business transformation it's also about building a more sustainable, inclusive futur