Sales Enablement Lead

This inclusive employer is a member of myGwork – the largest global platform for the LGBTQ+ business community.

Joining Capco means joining an organisation that is committed to an inclusive working environment where you're encouraged to #BeYourselfAtWork. We celebrate individuality and recognize that diversity and inclusion, in all forms, is critical to success. It's important to us that we recruit and develop as diverse a range of talent as we can and we believe that everyone brings something different to the table - so we'd love to know what makes you different. Such differences may mean we need to make changes to our process to allow you the best possible platform to succeed, and we are happy to cater to any reasonable adjustments you may require. You will find the section to let us know of these at the bottom of your application form or you can mention it directly to your recruiter at any stage and they will be happy to help.

ABOUT US

Capco is global technology and business consultancy with a focus on the financial services sector. We are passionate about helping our clients succeed in an ever-changing industry, combining innovative thinking with unique expert know-how. The solutions we offer our customers every day are as diverse as our employees.

We are/have:

• Experts across the Capital Markets, Insurance, Payments, Retail Banking and Wealth & Asset Management domains
• Deep knowledge in various financial services offerings including Finance, Risk and Compliance, Financial Crime, Core Banking
• Committed to growing our business and hiring the best talent to help us get there
• Focused on maintaining our nimble, agile and entrepreneurial culture

About the Role

As a key member of the UK leadership team, the Sales Enablement Lead will drive the strategic, diversified, and sustainable growth of our UK business. This role encompasses:

• Strategic Growth Alignment: Develop and implement regional growth and sales strategies in line with client segmentation to ensure targeted and effective market penetration.
• Sustainable Business Development: Drive sustainable sales and profitability through a diversified, robust pipeline and improved win rates on larger deals.
• Sales Leadership: Provide expert leadership on major sales campaigns and pursuits, ensuring successful outcomes and setting the standard for sales excellence.
• Global Sales Initiatives: Design and execute strategic sales initiatives that align with Capco's global strategy, ensuring consistency and effectiveness across all regions
• Client-Centric Offerings: Continuously tailor our offerings and go-to-market strategies to address our clients' evolving priorities and needs.
• Empower and Energize Teams: Foster a vibrant sales culture by enhancing sales skills, motivation, and providing high-quality, curated sales collateral.
• Collaborative Excellence: Partner with the Senior Partnership team and regional Sales Enablement leads to share insights, align strategies, and leverage best practices, ensuring a unified approach to sales enablement.
• Commitment to Excellence: Push the boundaries to achieve excellence in our offerings and instil a sense of pride and achievement in our work.

As a senior ambassador for Capco you will understand the latest market trends and support the development of thought leadership that addresses the key needs of our clients and their markets. With a deep understanding of their business and strategy, you are able to identify future opportunity and drive revenue growth whilst positioning yourself and Capco as key to their success.

What You Will Get to Do:

Strategic Deal Support and Client Intelligence

• Assuming key leadership roles in deals and sales opportunities including: Sales Leadership, Solution Design & Architecture, Submission QA, Editor in Chief, E2E Management of Complex or Strategic Bids, Orals Participation
• Performing deal qualifications and prioritizing sales enablement support across all sales initiatives
• Defining and driving win strategies and sales campaigns for qualified deals
• Working with capabilities and domains to shape tailored solutions to our clients' needs
• Keeping abreast of all latest success stories and propositions globally across domains (Banking & Payments, Capital Markets, Insurance, Wealth & Asset Management, Energy) to ensure these are meaningfully incorporated in our sales narrative ensuring we put our best foot forward in a sales process
• Conducting win/loss analysis for deals and gathering client intelligence related to buying behaviours to inform future opportunities

Sales Collateral and Proposition Development

• Driving the strategy definition for our UK big bets / key propositions and Capco's market differentiation and working with marketing as well as account, capability and domain leads to shape the go-to-market strategy for key propositions
• Supporting the leadership in managing the partner ecosystem (including hyperscalers) and creating joint go-to-market offerings
• Developing and promoting sales collateral including playbooks, Capco sales narratives, key stand-out global success stories
• Assuming regional sponsorship and ownership of a central sales collateral repository to enable access of our colleagues to the latest most up-to-date documentation and accelerate time to market in a sales process
• Driving excellence and differentiation in any collateral produced including solution quality, proposition quality, documentation quality

Sales Pipeline and Origination

• Driving origination efforts as part of account business development
• Driving origination of new clients and market expansion in line with our UK strategy
• Demonstrating in-depth understanding of the UK pipeline and driving a path to closure
• Continuously driving sales process and tooling improvements

Education and Comms.

• Delivering a suite of sales training courses for the UK and globally
• Owning continuous improvements of Capco's global Sales Academy training courses
• Amplifying sales successes and achievements in collaboration with Marketing

What You Will Bring With You:

• Deonstrable years of consulting and industry experience in the Financial Services sector
• Experience working in leadership positions / senior roles for a management or technology consulting firm required
• In-depth knowledge of Financial Services, including market trends, competitive landscape, and customer needs - experience in one or more of our domains required Capital Markets, Insurance, Banking & Payments, Wealth & Asset Management and Energy
• Ideally 10+ years delivery experience with complex transformational initiatives across data, technology and compliance
• Strong background in sales, with at least 5 years of direct sales experience, proven track record of developing and implementing sales enablement strategies and programs, with deep understanding of sales processes, methodologies, and best practices
• Experience in leading and managing a team, with a focus on developing team members and driving performance
• Demonstrated ability to collaborate with cross-functional teams, including COO function, strategy, marketing and comms, legal, learning and development, capabilities and domains
• Ability to conceptualise and design client solutions that deliver value-add and leverage innovations / newest technologies
• Expertise in designing and delivering sales training programs and experience with various training formats such as in-person, virtual, and on-demand learning
• Proven ability to create, curate, and manage sales content and resources
• Strong commercial acumen and analytical skills with the ability to interpret data and metrics to drive decision-making
• Strategic thinker with the ability to align sales enablement initiatives with overall business goals
• Excellent written and verbal communication skills, ability to present complex information in a clear and concise manner to various audiences, including senior leadership
• Ability to adapt to changing business needs and stay current with the latest sales enablement trends and technologies
• Innovative mindset with a passion for continuous improvement and exploring new ways to enhance sales effectiveness
• Bachelor's degree in Business or a related field, advanced degree (MBA or equivalent) preferred but not required