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NCE Head of Cyber Sales and Solutioning
3 months ago
About the job you're considering
Cloud Infrastructure Services (CIS) powers enterprises' business and technology digital transformation by accelerating change, reinforcing cybersecurity, empowering employees, managing complexity and fostering adaptability.
Leveraging our close partnerships with leading cloud vendors and advanced intelligence from our global operations centers, our CIS teams are trusted by clients to securely navigate in today's dynamic business environments, driving forward business value so they get the future they want.
Our five key service areas are:
Hybrid working: The places that you work from day to day will vary according to your role, your needs, and those of the business; it will be a blend of Company offices, client sites, and your home; noting that you will be unable to work at home 100% of the time.
Your role
The primary role of the Head of Cybersecurity Sales and Solutioning is to grow the client base for Cybersecurity to increase opportunities, maximizing maximize revenue for the Cybersecurity portfolio. They will be accountable for regional Cybersecurity Sales & Solutioning leadership and the management and career development of the team.
Key Responsibilities:
New Business Development:
Identify potential Cybersecurity clients, and the decision makers within the client organization Develop plans to create demand for the Cybersecurity portfolio of services Manage funnel creation and transformation engine Work with the Sales and Client teams to develop proposals that speak to the client's needs, concerns, and objectives Plan approaches and pitches for a winning strategy until deal closureBusiness Development Planning:
Review Cybersecurity Sales strategy on significant accounts and opportunities -progressively and strategically grow the regional Cybersecurity footprint Develop a Cybersecurity Sales plan (segments, offers, channels, partners) and structure the Sales organization Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in Cybersecurity sales Using knowledge of the market and competitors, identify and develop unique selling propositions and differentiators for the Cybersecurity portfolio Data analysis, management, compliance and trackingSolutioning and Bid Management:
Accountable for Cybersecurity Solutioning leadership across the region including financial performance, meeting the business plan, operational excellence, and delivery performance. Optimise and drive efficiency in all areas of the Cybersecurity solution management lifecycle Anticipates problems before they occur; defines the problem or risk; identifies possible causes; works across Cyber Portfolio to identify solutions; selects and implements most appropriate solution. Managing escalations as required to resolution with direct involvement where needed Proactively collaborating with regional sales, solutioning, delivery and MU/GBL teams to ensure end to end alignment across the portfolioPrimary KPIs:
Bookings Pipeline growthYour skills and experience:
Candidate Profile
The ideal candidate will lead from the front and understands the region as well as the Cybersecurity portfolio.
Key characteristics:
Significant Cybersecurity expertise, including sales experience & leadership Bright, energetic, a leader internally and with exceptional client gravitas and deal closing ability Very strong commercially, with a successful track record of winning deals Demonstrated accomplishments in using a partner ecosystem to drive growth Work experience in a company with a global operating model where sales and solutioning are functionally separated from delivery Knowledge to know what deals should be pursued, prequalification and due diligence and the strategy to execute on key wins Proven ability to set and execute strategy; defining and iterating client, sector or industry value propositions Clear understanding of the value levers within Cybersecurity Disciplined sales and presales execution with reliable sales forecasting Passionate and strategic thinker Experience in leading, developing and growing sales and presales teams Track record of successfully working in a matrixed and global multi line of business – collaborating with consulting and business support teams to shape, sell and maintain dealsYou will need to be flexible and dynamic and have the energy, commitment and resilience to achieve your targets in challenging and evolving business environments. Highly credible, you have the ability to influence both internally and externally and have a proven track record of service excellence with clients.
You will work with no supervision, in complex environments. You need to manage last minute changes calmly and professionally and can work with ambiguity. Through generation of creative and innovative perspectives, you will develop alternative solutions. You take calculated risks but exercise caution and take full responsibility for outcomes. You establish consensus and attain agreement.
Your Security Clearance
To be successfully appointed to this role you will need to undergo checks.
There are no nationality or residency restrictions, although if you have resided outside of the UK within the last 3 years, further checks may be required.
There are other criteria and check required for BPSS, and throughout the recruitment process, you will be asked questions about your security clearance eligibility such as, but not limited to, country of residence and nationality.
What does "Get The Future You Want" mean for you?
You will reimagine what's possible: creating value for the world's leading organisations through technology to build a sustainable, more inclusive future. You will work with a range of clients all with a unique set of business, technological and societal ambitions, which will make a real impact across the UK.
You'll be bringing your unique skills and perspectives to the team, inspiring and taking inspiration from your teammates as you unlock value in everything you do. You'll be joining a professional community of experts, who have got your back and will support you, every step of the way.
We realise a Total Reward package should be more than just compensation. At Capgemini we offer range of core and flexible benefits and have a Peer Recognition Portal called Applaud.
Why you should consider Capgemini
Growing clients' businesses while building a more sustainable, more inclusive future is a tough ask. But when you join Capgemini, you join a thriving company and become part of a diverse collective of free-thinkers, entrepreneurs and industry experts. A powerful source of energy that drives us all to find new ways technology can help us reimagine what's possible. It's why, together, we seek out opportunities that will transform the world's leading businesses. And it's how you'll gain the experiences and connections you need to shape your future. By learning from each other every day, sharing knowledge and always pushing yourself to do better, you'll build the skills you want. And you'll use them to help our clients leverage technology to grow their business and give innovation that human touch the world needs. So, it might not always be easy, but making the world a better place rarely is.
About Capgemini
Capgemini is a global business and technology transformation partner, helping organizations to accelerate their dual transition to a digital and sustainable world, while creating tangible impact for enterprises and society. 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.
