Account 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: 

The pace of change in the telecom industry is unparalleled, and technological advances and changing consumer behaviour have irrevocably changed the business environment for the telecom industry. 5G is the defining element of every Telco’s transformation strategy. However, for operators, success will depend not just on the ability to deploy this powerful new network, but also monetise their investment across industries and domains.

A proud leader in the 2021 Gartner® Magic Quadrant™ for IT Services for CSPs, Worldwide, and in the Everest Group PEAK Matrix® for 5G Engineering Services, we have over 30 years of experience working with wireline, wireless, Internet service provider, cable, organisations. Drawing on our expertise, we can work with you to achieve the strategic goals and world-class results you require.

The Media & Entertainment industry has been facing unprecedented levels of disruption for over a decade and is still rapidly changing as consumer behavior and expectations evolve and technology transforms content production, delivery & consumption. The progress and continued adoption of digital & cloud promise more changes and open new growth opportunities.

At Capgemini, we not only understand this environment and the forces of disruption reshaping the industry, but the power of technology in helping organizations address these challenges. We work with leading media and entertainment companies to rethink the media value chain from content creation to consumption, offering consumers and brands differentiated, relevant and personalized experiences they can value and monetize.

Let’s talk about the role and responsibilities: 

As an Account Executive, you will be responsible for maintaining and developing relationships with a portfolio of clients within the Telco, Media and Technology (TMT) sector, You will work closely with cross -functional teams to manage projects, resolve issues and ensure that cleints expectations are met. Additionallly, you will be responsible for identifying new business opportunities and expanding the company’s client base within the TMT Sector. 

• 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 (CXO) 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 CXO level stakeholders in the TMT ecosystem
• Leverage your knowledge of industry trends and client strategic objectives & challenges to develop and deliver compelling value propositions
• Own the pricing and technology strategy for particular pursuits

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 TMT sector.

• 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 the TMT Sector
• Experience in analysing challenges of potential customers and leading commercial conversations around Return on Investment (ROI) and Total Cost of Ownership (TCO) with CXO level stakeholders
• Understanding of TMT Sector business environments, 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 the CXO 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 TMT 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 where you can thrive at work and at home. We champion remote working and are in the process of making ‘truly flexible’ working arrangements the day-to-day reality for our people. In addition, we strive to ensure your growth and learning experience is unique with access to leading learning platforms, external certifications, and opportunities to grow and learn the way you want. Finally, we offer opportunities to use your skills to help society address the impact of the digital and automation revolution, and we’re ruthlessly focused on sustainability for our clients and our business – committing to becoming a net zero business by 2030. 

Don’t meet every single requirement? Studies have shown that women and people from diverse minority backgrounds are less likely to apply to jobs unless they meet every single requirement. At Capgemini, we are dedicated to building a diverse, inclusive, and authentic workplace, so if you’re excited about this role but your experience doesn’t align perfectly, we encourage you to apply and tell us what you can bring to the role.

Capgemini Australia has developed and manages, process orientated Management Systems compliant to the requirements of ISO9001, ISO27001 and ISO14001. We are committed to delivering secure solutions and services through state-of-the-art processes and continual improvement frameworks in line with industry best practices as well as contractual, statutory, and regulatory requirements. 

#GetTheFutureYouWant – Come join us, bring your whole self to work, create new possibilities for you, your customers and your community and help us to be Architects of Positive Futures. 

  

We are a 2023 Circle Back Initiative Employer and commit to responding to every applicant.

Please note unsolicited resumes from employment agencies or other third parties will not be considered.

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