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Job description :

Capgemini is seeking a highly motivated and experienced professional for the position of Client Partner - Defense Industry. As a Sales role, this position offers a unique opportunity to drive revenue growth and develop strong customer relationships within the United States.

In this role, you will have the chance to work with a world-class team and sell exceptional high-end engineering and technology services to the defense market. With a primary focus on selling to the Primes, you will play a crucial role in delivering flawless solutions and exceeding customer expectations. Additionally, you may occasionally support direct government sales through Capgemini's government-facing organizations, further expanding your impact and reach.

KEY RESPONSIBILITIES:

• Drive sales performance selling engineering services in the Defense industry portfolio and provide daily customer engagement to achieve business objectives.

• Develop broad sales strategy and decompose that to individual account and customer engagement plans.

• Ensure business development budget compliance.

• Analyze market data to identify new growth opportunities and capability gaps in the marketplace.

• Grow the sales funnel and drive maturation of the funnel from qualification to closure within professional services and engineering deployments with a focus on solution selling- engineering, digital manufacturing, and design.

• Use Salesforce and other tools available to increase efficiency in Sales pipeline management and forecasting.

• Experience coordinating with multiple internal stakeholders to achieve business results.

Required Skills

• The ideal candidate will have 10 years of validated experience at the sales leadership level, successfully leading revenue growth within large, high-profile aerospace, space and defense accounts.

• Knowledge of the defense industry marketplace (culture, acquisition cycles, end-customer priorities, the roles and influence of major aerospace companies). Veteran status is favorable.

• A track record of engaging customers at the senior leadership level and developing strong professional relationships with customer decision makers with an objective of achieving a 10–15-Million-dollar portfolio independently.

• The ability to operate independently while driving strategic solution sales strategy and the maturity to recognize when to engage internal partners and leadership to drive deals to closure, existing relationships within aerospace and defense industry companies is helpful.

• The ability to engage with senior internal executives while presenting account reviews and when defending account strategy and investment proposals; the conviction to push through internal and external roadblocks that may arise.

• Outstanding oral and written communication skills with the ability forecast, analyze, and communicate sales growth.

• Strong understanding of solutions selling methods / techniques, and the ability to coach and mentor others, familiarity with Emerging Market Technologies and trends (AI, IOT, Industry 2.0, etc.) Market awareness- staying up to date on trends, competitors and use of Salesforce or CRM.

• Engineering Degree preferred, ability to travel up to 40% when necessary, depending on home location; US Citizenship required.

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.

Job: Sales

Organization: Engineering & R&D Services

Title: Sr Engineering Sales Account Manager - Defense Industry

Location: VA-Arlington

Requisition ID: 075650