Energy Geo Sales Leader

Energy Geo Sales Leader

Bring your passion and expertise to a global IT Services and Consulting organization. We are expanding our team of experienced Business Development Executives, Account Executives and Strategic Deal Makers and are seeking Sales Leaders to help us manage and grow our teams. If you are an experienced manager who has a track record of exceeding targets, coaching sales professionals to succeed, and thrives in a fast-paced, collaborative environment, we want to speak with you!

The North American Energy, Utilities, and Chemicals (EUC) Market Unit is a dynamic group of accounts which provides a range of innovative and strategic digital services to clients throughout a number of industries. From the oil & gas industry to utilities and agribusiness, services offered through the EUC Market Unit have been instrumental in modernizing the digital infrastructure of numerous clients across North America.

The Role:

The Geo Sales Leader will manage a team of professional sellers, who are responsible for selling the full line of Capgemini’s service offerings into new and existing accounts within a defined industry sector and target market geography. The Geo Sales Leader will manage the sales professionals in their geography to identify, capture and close opportunities into assigned accounts. This solution-based sales process will require the cultivation of C-Level relationships, together with a complete understanding of C-suite business objectives.

The Geo Sales Leader will play an integral role in the growth of Capgemini’s application service lines in North America. This role is highly strategic and visible, and the candidate must be comfortable working within a matrixed environment from a reporting and resource perspective.

Reporting Relationship &

Location:

The Geo Sales Leader will be responsible for managing a team of business development executives to achieve quarterly and annual bookings targets and activity metrics.

Direct Reports: Yes

Indirect Reports: Yes (manage cross-functional pursuit teams during sales cycle, when needed)

Location: The ideal candidate should be located in Atlanta, Chicago, New York City, or Philadelphia. The Geo Sales Leader will be geographically focused on a specific set of named accounts, and he/she will be responsible for managing bookings and revenue at current accounts and new logos within this geographic territory.

Primary Responsibilities:

• The primary focus and objective will be to manage the sales teams to develop new business opportunities and grow current accounts through selling IT services solutions from the Capgemini applications business line and other areas in the Energy, Utilities and Chemicals Industry
• Accountable for managing and coaching sales professionals to achieve monthly, quarterly and annual bookings targets. Lead weekly meetings with assigned sales team to manage opportunity pipeline and resource performance against key KPIs (e.g. quotas, bookings, pipeline coverage, activities, etc).
• Ensure pipeline and opportunity data in CRM is up-to-date, complete, and accurate. Manage sales team to data quality expectations.
• Develop performance improvement plans for resources requiring additional support and monitor performance against plan.
• Build and maintain close relationship with capability practice leads and build expert-level knowledge of Capgemini solutions and service offerings that can be used to drive business value for clients
• Maintain knowledge of Capgemini’s service offerings and leading industry trends related to digital technologies and adoption
• Leverage knowledge of industry trends and client challenges to develop and deliver compelling value propositions
• Support hiring process for new sales professionals within geography by conducting interviews and assessing candidates. Maintain constant pulse on behaviors and traits that define high-performing sales professionals
• Lead and motivate sales teams
• Make significant contributions to the local team and the company sales culture
• Follow NA sales processes and procedures; contribute to the enhancement of sales processes wherever possible

Professional Qualifications

• Experience leading and managing sales…