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Engineering Client Manager - Satcom

Capgemini

Capgemini

Sales & Business Development
United States
Posted on Tuesday, June 25, 2024

Job Description:

Are you enthusiastic about fostering growth and delivering value within the telecommunications sector? Capgemini Engineering seeks a dynamic Client Partner to join our team. The Client Partner is responsible for researching and pursuing current clients and new business leads for the growth of the business. The role involves active coordination across teams and demands exceptional inter-personal skills. In this role, you will be instrumental in establishing and attaining targeted bookings and profitability objectives, with a focus on strategically pursuing substantial deals. This role is based in NJ, Dallas or Atlanta and will require some travel. Join us in shaping the future of telecommunications at Capgemini Engineering!

Key Responsibilities:

  • Cultivate and expand existing relationships while driving new bookings within Tier 1 Network Equipment Providers (NEPs) in the Telecom Industry.
  • Demonstrate proven experience engaging with CXO-level positions within the targeted NEP Telecom Vertical.
  • Serve as a thought leader in critical sector technologies, solutions, and product development, including ER&D, connected products, IoT, digital manufacturing, and process engineering.
  • Develop and manage a qualified sales pipeline in line with account strategy.
  • Analyze the potential of Tier One clients, monitoring sales and status reports.
  • Engage with clients to facilitate sales closures, ensuring solutions effectively address client needs and maximize the value of Capgemini Communications services.
  • Lead generation, qualification, negotiation, and closure of opportunities to drive profitable growth.
  • Research, map, establish, and maintain robust relationships with clients and their teams.
  • Structure and shape deals for value, leveraging and providing input on offerings, services, and capabilities.
  • Actively listen to clients to identify their primary engineering challenges, preferences, and purchasing triggers.
  • Foster enduring client relationships, serving as a consultative partner throughout their transformation journey.
  • Possess a strong understanding of the Global Delivery model for service organizations.
  • Prepare proposals, solution architecture, and collaborate with pre-sales and delivery teams.

Required Skills:

  • Minimum of 12 years' experience in Telecommunications Sales.
  • Bachelor’s degree in engineering (master’s preferred).
  • Deep knowledge of the telecommunications industry, particularly Networking Equipment Providers (NEPs).
  • Familiarity with advanced digital transformation initiatives across key verticals.
  • Strong background in Product/Process Engineering.
  • Ability to communicate and influence at senior business levels.
  • Proven sales experience in Engineering Services within a global, complex environment.
  • Demonstrated track record of meeting or exceeding annual sales targets.
  • Strong commercial acumen, project/program delivery, and solution development experience.
  • Exceptional relationship-building, communication, and influencing skills.
  • Strong business leadership skills.
  • Self-motivated with the ability to thrive in a matrix organization.

Preferred Skills:

  • Must have product design or product engineering services experience in selling to accounts like Cisco, ZTE, CommScope, Amphenol, Juniper Networks, Palo Alto Networks etc.
  • Experience in business plan and business case development and execution.
  • Working knowledge of modern enterprise architecture and applications.
  • Experience in direct, collaborative, and channel-based selling.
  • Track record of independently leading deals worth $5-10 million.
  • Proven ability to build trust-based client relationships.
  • Hunter mentality with a tenacious approach to prospecting and closing.
  • Demonstrated trust, respect, and strong interpersonal skills.
  • Creative thinking and analytical problem-solving.
  • Focus on delivering client value and collaboration across all levels.
  • Urgency in execution and accountability for results.

    Additional Notes:

    The ideal candidate must be comfortable engaging at the executive level while also driving technical solutions with a cross-functional team. They should possess a vision of the communications Industry and understand how Communications-based solutions can facilitate modernization and new product deployment alongside advanced analytics, AI, Cloud-Based architectures, and modern enterprise applications.

    #LI-JE1

    Life at Capgemini

    Capgemini supports all aspects of your well-being throughout the changing stages of your life and career. For eligible employees, we offer:

    • Flexible work
    • Healthcare including dental, vision, mental health, and well-being programs
    • Financial well-being programs such as 401(k) and Employee Share Ownership Plan
    • Paid time off and paid holidays
    • Paid parental leave
    • Family building benefits like adoption assistance, surrogacy, and cryopreservation
    • Social well-being benefits like subsidized back-up child/elder care and tutoring
    • Mentoring, coaching and learning programs
    • Employee Resource Groups
    • Disaster Relief

    About Capgemini Engineering

    World leader in engineering and R&D services, Capgemini Engineering combines its broad industry knowledge and cutting-edge technologies in digital and software to support the convergence of the physical and digital worlds. Coupled with the capabilities of the rest of the Group, it helps clients to accelerate their journey towards Intelligent Industry. Capgemini Engineering has more than 55,000 engineer and scientist team members in over 30 countries across sectors including Aeronautics, Space, Defense, Naval, Automotive, Rail, Infrastructure & Transportation, Energy, Utilities & Chemicals, Life Sciences, Communications, Semiconductor & Electronics, Industrial & Consumer, Software & Internet.

    Capgemini Engineering is an integral part of the Capgemini Group, a global leader in partnering with companies to transform and manage their business by harnessing the power of technology. The Group is guided every day by its purpose of unleashing human energy through technology for an inclusive and sustainable future. It is a responsible and diverse group of 340,000 team members in more than 50 countries. With its strong over 55-year heritage, Capgemini is trusted by its clients to unlock the value of technology to address the entire breadth of their business needs. It delivers end-to-end services and solutions leveraging strengths from strategy and design to engineering, all fueled by its market leading capabilities in AI, cloud and data, combined with its deep industry expertise and partner ecosystem. The Group reported 2023 global revenues of €22.5 billion.

    Get the Future You Want | www.capgemini.com

    Disclaimer

    Capgemini is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity/expression, age, religion, disability, sexual orientation, genetics, veteran status, marital status or any other characteristic protected by law.

    This is a general description of the Duties, Responsibilities and Qualifications required for this position. Physical, mental, sensory or environmental demands may be referenced in an attempt to communicate the manner in which this position traditionally is performed. Whenever necessary to provide individuals with disabilities an equal employment opportunity, Capgemini will consider reasonable accommodations that might involve varying job requirements and/or changing the way this job is performed, provided that such accommodations do not pose an undue hardship.

    Capgemini is committed to providing reasonable accommodations during our recruitment process. If you need assistance or accommodation, please reach out to your recruiting contact.

    Click the following link for more information on your rights as an Applicant http://www.capgemini.com/resources/equal-employment-opportunity-is-the-law

    Please be aware that Capgemini may capture your image (video or screenshot) during the interview process and that image may be used for verification, including during the hiring and onboarding process.

    Applicants for employment in the US must have valid work authorization that does not now and/or will not in the future require sponsorship of a visa for employment authorization in the US by Capgemini.