Business Development Executive - TMT Sector - BPO Services

The Business Development Executive will identify, capture and close opportunities to provide consulting and business services to major Technology, Telecom, Media & Entertainment clients. The Business Development Executive will identify and cultivate relationships and executive sponsors at the C level and will be responsible for selling a suite of opportunities in Business Process Outsourcing (BPO) services (F&A, HR, Supply Chain, Digital Contact Centers, Sales & Marketing Ops & Intelligent Automation).

The annual sales quota for this position is $20MM in booking. In addition, the BDE will be responsible for Revenue and CM for the portfolio of accounts they manage. The BDE will play an integral role in the growth of the company’s global service lines in North America. This role is highly strategic and highly visible. The individual in question must be comfortable working within a matrix environment from a reporting and resource perspective.  

Reporting Relationship:

The Business Development Executive will report to the VP & Business Services Technology, Telecom, Media & Entertainment Cluster Lead.

Primary Responsibilities:

•    Develop and execute plan to drive annual profitable revenue growth within your portfolio of TME accounts
•    Responsible for the overall P&L for the portfolio of accounts – Bookings, Revenue, and Contribution margin
•    Establish and develop long-term customer commitment through maintaining strong customer satisfaction and being seen by the client as a trusted advisor
•    Develop positive relationships and regular contact with key client stakeholders at senior/board level to position Capgemini for large, sole-sourced deals
•    Originate opportunities within existing and new buying centers by way of cold-calling, networking, social media, events and/or other sources 
•    Provide escalation point for the customer and collaborate with Client and internal Capgemini partners to deliver upon SLAs and value commitments
•    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
•    Ability to work in a global organizational and service delivery environment
•    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 10-years of experience in selling complex, outcome-based Business Process Outsourcing (BPO) services
•    7-8 years of experience serving clients in the Tech, Telecom & Media Sectors
•    Experience in developing new sales opportunities for Services industry clients, supporting the formulation of solutions for sales proposals (including pricing, scope, and schedules) and closing large, complex, outcome-based deals through consultative/value sales methodologies 
•    Experience in a senior Business Development Executive /account executive role managing an account portfolio of $25-50M+
•    A well-documented track record of achieving annual sales quotas of $15M-$20M 
•    Recent experience selling consulting services engagements of $500K-$5M
•    Excellent oral and written communication skills and outstanding presentation skills
•    Ability to work in a global organizational and service delivery environment
•    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. MBA preferred.