Utilities Sector Client Partner

3 weeks ago

Toronto, Ontario, Canada Capgemini Full time

About the Role:

We are seeking a seasoned Client Partner with expertise in the Utilities and Energy sectors to cultivate and maintain strong relationships with key clients. As a Client Partner, you will be responsible for understanding client needs and delivering strategic IT solutions that drive business value.

Key Responsibilities:

  • Bring 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 Canada.
  • Work as part of a multi-disciplinary team to proactively shape proposals based on perceived customer requirements.
  • Present, promote, and sell Engineering Solutions/Services using solid arguments to existing and prospective customers.
  • Build the customer relationship, listening to the client and working jointly to identify the client's biggest engineering challenges, preferences, and purchasing triggers.
  • Collaborate with various cross-functional teams to promote engineering services and solutions and drive new deals.
  • Establish, develop, and maintain strong relationships with prospects and client team members.
  • Analyze the market's potential, track sales and status reports.
  • Structure and shape deals for Value, leveraging and providing input on offerings, services, capabilities.
  • Develop repeat business by understanding client context, upselling, and cross-selling; Develop Business Case and ROI; Provide strategic inputs to shape the client value proposition and create winning pitches.
  • Closely monitor client engagement levels, support periodic business reviews, and undertake measures to gain traction with the client.
  • Must be willing to travel to client sites 2-3 times per week.

Required Skills:

  • 10+ years of working experience with Utility customers 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.
  • 10+ years of Industry experience in engineering and design services.
  • Bachelor's degree in engineering.
  • Strong background in problem-solving and solutioning – Digital Engineering, IoT, Cloud, and Analytics, IT/OT.
  • Ability to write specifications based on customer requirements.
  • Experience 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.
  • Scoped and architected projects of $5-10 million 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 and strong client network in the Utility domain.
  • Support developing sales plans 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.
  • Intermediate experience utilizing Sales Force or Sales CRM.

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:

  • Collaborating with teams of creative, fun, and driven colleagues.
  • Flexible work options enabling time and location-based flexibility.
  • Company-provided home office equipment.
  • Virtual collaboration and productivity tools to enable hybrid teams.
  • Comprehensive benefits program (Health, Welfare, Retirement, and Paid time off).
  • Other perks and wellness benefits like discount programs, and gym/studio access.
  • Paid Parental Leave and coaching, baby welcome gift, and family care/illness days.
  • Back-up childcare/elder care, childcare discounts, and subsidized virtual tutoring.
  • Tuition assistance and weekly hot skill development opportunities.
  • Experiential, high-impact learning series events.
  • Access to mental health resources and mindfulness programs.
  • Access to join Capgemini Employee Resource Groups around communities of interest.

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