JOB TITLE: Account Executive: Delivery and Account Development
DEPARTMENT: Capgemini AppsOne
LOCATION: Major US City: Atlanta, Chicago, Cleveland, Dallas, Detroit, Philadelphia,
Houston, Los Angeles, San Francisco
GRADE:
Main purpose of the role:
 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.
Key Responsibilities:
Strategic/Business Development
 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.
 Sell (internal add-on, external new logo or both) TCV of 15 MM USD per year or
greater in Technology Services.
Client Delivery and Engagement
 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
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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 programmes/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 on-shore, near shore and off shore delivery teams in various countries.
Team Leadership
 Set direction, coach, mentor and manage performance of account team- 50 people or
greater at various levels and locations.
 Have previously led delivery of technology services around 2 or more of the
following: Oracle, SAP, CRM, Business Information Management, Supply Chain,
Analytics, Customer Experience, Technology Transformation, Custom Software
Development, etc.
 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.
Key skills/Experience Required:
 Experience in a senior client/account management role within the supply side
including management of account P&L of 50MM or greater.
 Proven track record of delivering IT solutions and growing revenue within a major
account.
 Experience operating at CXO level, and ability to demonstrate excellent client
relationships.
 Knowledge of 2 or more of the following industries: Manufacturing, Life Sciences,
Consumer Packaged Goods, Retail, Oil, Gas, Utilities, Automotive, domain and
network.
 Strong Understanding and experience of Outsourcing, IT programme/project
delivery and off shore delivery teams, mechanisms and processes.
 Excellent client engagement – able to empathise with and respond to the needs of
stakeholders.
Interested applicants should contact Michael Scheidemann/Capgemini Executive
Recruitment
michael.scheidemann@capgemini.com
no vendors please