Business Development Executive

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 progress of sales leads to a win through the development of sales strategies, solution proposal and deal closing for large opportunities in federal government. Manage identification and generation of sales opportunities and the cultivation of pipeline growth. Effectively manage and build networks 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 pursue
- 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 executive level and master meetings and negotiations 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

**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 federal government.
- Several years' experience of solutioning large/complex transformational and/or outsourcing services contracts with a combination of on-shore and off-shore delivery models in federal government
- 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 stakeholders
- Understanding of the federal government environment, issues, and trends
- Demonstrable track record of developing opportunities in out-of-scope 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 macro-economic 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 future. This starts with our people, working with you to get the future you want. We invite everyone to bring their whole selves to work, contributing to our inclusive culture and a safe place for our people to be themselves and truly belong. Through championing our staff-led community groups, we are committed to being active allies for everyone. We also aim to build an environment wher