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Presales Solutions Specialist
3 months ago
At Capgemini Engineering, the world leader in engineering services, we bring together a global team of engineers, scientists, and architects to help the world’s most innovative companies unleash their potential. From autonomous cars to life-saving robots, our digital and software technology experts think outside the box as they provide unique R&D and engineering services across all industries. Join us for a career full of opportunities. Where you can make a difference. Where no two days are the same.
THE FOCUS OF YOUR ROLE
We are looking for a senior individual whose responsibility will be to promote and develop world-class engineering solutions for our clients within the water sector. This individual should have experience of taking clients on their Smart Operations and Smart Asset Management journey from demonstrating the need and value of connectivity and digital solutions, supporting the sales team, architecting solutions, through to working with delivery teams to delivering the solution.
You will be a proven and energetic pre-sales leader and Smart Operations and Smart Asset Management architect with a visible passion for the solutions we deliver, capable of inspiring our clients and our delivery teams and convincing others to support you to achieve your objectives.
PERSON SPECIFICATION
Delivering on the promises we have made to our stakeholders requires a certain kind of leader, and our vision for leadership is based on 5 dimensions, designed to help us shape the way we work. Candidates will be required to explore these dimensions and demonstrate how they have employed aspects of them in the past, using concrete examples, and how they plan to incorporate them going forward in this new role.
Performance Driver
Has strategic agility
Drives execution excellence
Builds high performing teams
Aligned Entrepreneur
Is risk taking and an effective decision maker
Practices global mindset and collaboration
Practices client-centred innovation
Client Value Creator
Creates strategic value
Leads networks and ecosystems
Creates trust-based relationships
Talent Magnet
Inspiring communicator
Inclusive
Grows talent as a team coach
Future Shaper
Employs big picture thinking
Leads with purpose
Has a learning mindset
JOB DESCRIPTION
Appointment: Smart Operations pre-sales solutioner for the Water Industry
Job: Pre-Sales Solutioner
Location: UK any location but preferably London or central allowing access to our client’s sites across England, Scotland and Wales and proximity with sales team.
You must be able to travel for business and work away from home regularly.
Reports Solid Line to: Head of Digital Engineering Practice, Capgemini Engineering UK
Summary of role
Supporting the Digital Engineering practice leader on the development of pipeline, sales and delivery. The person would work with the sales team and be responsible for development from initial lead through to delivery. This will include high-value consultancy for our clients, for example, setting strategy and developing roadmaps for Smart Operations investments.
Developing thought leadership ideas with team into relevant go to Market strategies for our clients into 5 domains : Digital Operations (simulation, automation, enhanced operator), Operation Intelligence (architecture, AI, ML…),Operations Management (MoM, MES, SCADA, ICS), Operations Maintenance (Predictive, Preventive, IIOT), and Smart Asset Management.
Leading pre-sales activity including mapping business requirements in line to Capgemini Digital Engineering offerings.
Identifying the need of Tools/Software and human resource to support the New product roadmap.
Developing sales campaigns for Water sector Smart Operations which will involve external thought leadership and influencing senior leaders in key clients.
Educating the sales team about Water sector Smart Operations solutions.
You will be comfortable operating in a matrix management environment: prepared to take individual accountability for meeting your assigned targets, whilst recognising the primacy of Team, and ultimately, organizational accountability, which requires all leaders to act in the best interest of Capgemini Group and our Clients.
Primary Duties
Communicate our diverse engineering capability to our key Water sector clients through social media, conference talks, blogs, special events and client focussed sessions.
Work with the sales team to target new areas of the client organisation to target and then build and execute capture plans to win work in these new areas.
Identify the transformational needs of the client and build solutions that comprise multiple geographically dispersed teams delivering a OneCapgemini approach.
Influence the client to allow us to help them to define their requirements so that when the RFP lands we are in the prime position to win the work.
Lead the development of our technical proposals to the client.
Support delivery (chargeable work) particularly in early engagements and discovery phase assignments, working in a consultative manner to grow significant (£2m+) opportunities.
KPIs
Bookings
Sold CM%
Change Market Perception
% chargeable work
Work Experience
10+ years of diverse experience in the Water sector including water and waste water, central operations, strategy and the regulatory environment (OFWAT, DWI, EA).
10+ years of experience in engineering, with client facing experience in a solutions architecture, technical consulting, or presales engineering role
Prior experience of architecting & developing Smart factory Operations solutions.
Solid understanding the smart operations concepts, practices, and procedures.
Demonstrable relationships with Senior Clients up to CXO Level
Experience of working with near-shore and offshore engineering centres
A developed understanding of project planning, budgeting and financial management.
Expertise on at least 2 major Smart Operations platforms (Siemens, PTC, Dassault Systems, AVEVA) is required
Good sales track record in the UK market
Leading complex and high value engagements in a Delivery or Engineering role, through life, from pre-sales to closure
Skills:
Client and team focussed
Sound problem solving, analytical and negotiating skills
Outstanding communicator (written and verbal) and networker
Excellent interpersonal skills and the ability to quickly build rapport with others
Self-motivated and able to use initiative
Organised, good time management and prioritisation
Advanced/ Fluent English
Methodical approach to work, with good attention to details and strong logic and reasoning skills
Desirable Skills
Strategic & Transformation Consulting
Entrepreneurship including experience in start-ups
Experience in Cloud Migration or Cloud Native application is a plus
Experience in Operational Excellence is a plus
Organisational requirements
Flexibility required for working away from home
Holds or can achieve UK Security Clearance
Qualifications
≥ 3 years higher education degree in engineering
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
