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066265-Business Development Executive: Utilities Sector

Capgemini

This is a Contract position in Toronto, ON posted August 2, 2022.

About Capgemini 

A global leader in consulting, technology services and digital transformation, Capgemini is at the forefront of innovation to address the entire breadth of clients’ opportunities in the evolving world of cloud, digital and platforms. Building on its strong 50-year heritage and deep industry-specific expertise, Capgemini enables organizations to realize their business ambitions through an array of services from strategy to operations. Capgemini is driven by the conviction that the business value of technology comes from and through people. It is a multicultural company of 300,000+ team members in over 40 countries and approximately $20B US in annual revenue.

People matter, results count.

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The Business Development Executive will be responsible for:

  • Bringing company’s engineering services value to major Utility sector customers including Electric and Gas Transmission & Distribution, Energy Storage, Power Generation and Renewable Energy clients in US
  • Present, promote and sell Engineering Solutions/Services using solid arguments to existing and prospective customers
  • Required 5-7 years selling/working experience into/with Utility customers (organizations such as National Grid, Consolidated Edison, Duke Energy, Entergy, Southern Company, Dominion, AEP, Exelon, Southern California Edison, Florida Power & Light, Pacific Gas & Electric etc.) for professional services and engineering deployments .
  • Familiar with IT/OT systems used by utilities to manage their assets, networks, work and workforce such as SCADA, ADMS/DMS, AMI, DERMS, GIS, Asset Management, Mobile Workforce Management
  • Managing new client relationship independently or with support from Client Partner or Account Executives; listening to the client and working jointly to identify the client’s biggest engineering challenges, preferences and purchasing triggers
  • Collaborate with Account Executives, Client Partners and various cross functional teams to promote engineering services and solutions, and driving new deals
  • Researching, mapping, establishing, developing and maintaining strong relationships with prospects and client team members
  • Building and managing Qualified Sales pipeline consistent with account strategy
  • Analyze the market’s potential, track sales and status reports
  • Structuring and shaping deals for Value, leveraging and providing input on offerings, services, capabilities
  • Responsible for order booking and driving new sales for engineering services business
  • Developing repeat business by understanding client context, upselling and cross-selling; Developing Business Case and ROI; Providing strategic inputs to shape the client value proposition and creating winning pitches.
  • Closely monitoring client engagement levels, conducting periodic business reviews and undertaking measures to gain traction with the client
  • Achieve agreed upon sales targets and outcomes within schedule

Requirements:

  • 5-7 years of Sales experience selling engineering and design services
  • Strong background in solution selling – Digital Engineering, IoT, Cloud and Analytics
  • Ability to sell creative, complex business models to the client
  • Experience with selling to or working with Electric & Gas Utility customers
  • Experience in industry domains such as Plant Operations, Grid Operations, Pipeline Operations, Energy Storage, Wind & Solar Plant Operations, Work & Asset Management, Field Services Management etc.
  • Won and led deals of $5-10million independently in Engineering services and solution sales
  • Track record of deep, consultative, trust-based relationships and strong knowledge, understanding of client’s business with strong client references of 6+ years
  • Proven ability to build senior-level client relationships
  • Develop sales plan for the assigned customer portfolio and individual Account Plans
  • Identification, mobilization and management of internal and external stakeholders for achieving revenues
  • Understands and executes company strategy (financials, offerings, segments, target accounts)
  • Ability to manage one large or multiple small programs
  • Strong understanding of financials, profitability and cash flow
  • Focused on value selling and high-value models of selling

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.