Toronto - IT Transformation Director - Client Partner - Utilities
Job description:
We are looking for client partner to drive the growth of engineering services for major Utility clients in Canada. The ideal candidate will leverage over 10 years of industry experience to shape proposals, build strong client relationships, and drive solution-based sales while collaborating with cross-functional teams to enhance client value and create sustainable business opportunities specifically for utility clients.
Key responsibilities:
- Bring the 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 strong client relationships by listening to their needs and jointly identifying their biggest engineering challenges, preferences, and purchasing triggers.
- Collaborate with cross-functional teams to promote engineering services and solutions, driving new business opportunities.
- Establish, develop, and maintain strong relationships with prospects and client team members.
- Analyze the market potential, track sales, and report status updates.
- Structure and shape deals for value, leveraging and providing input on offerings, services, and capabilities.
- Develop repeat business by understanding client context, upselling and cross-selling; develop business cases and ROI; provide strategic input to shape the client value proposition and create winning pitches.
- Closely monitor client engagement levels, support periodic business reviews, and implement measures to gain traction with clients.
- Willingness to travel to client sites 2-3 times per week.
- 10+ years of experience working with Utility customers for professional services and engineering deployments.
- Familiarity 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, and Mobile Workforce Management.
- 10+ years of industry experience in engineering and design services.
- Bachelor’s degree in engineering.
- Strong background in problem-solving and solution design, particularly in Digital Engineering, IoT, Cloud, and Analytics, IT/OT.
- Ability to write specifications based on customer requirements.
- Experience working with Electric & Gas Utility customers.
- Industry experience in domains such as Plant Operations, Grid Operations, Pipeline Operations, Energy Storage, Wind & Solar Plant Operations, Work & Asset Management, Field Services Management, etc.
- Independently scoped and architected projects valued at $5-10 million in engineering services and solution sales.
- Proven track record of deep, consultative, trust-based relationships with strong client references over 6+ years.
- Ability to build senior-level client relationships and maintain a strong client network in the Utility domain.
- Experience in developing sales plans for a customer portfolio and individual Account Plans.
- Skill in identifying, mobilizing, and managing internal and external stakeholders to achieve revenue goals.
- Strong understanding of financials, profitability, and cash flow with a focus on value selling and high-value models of selling.
- Intermediate experience utilizing Salesforce or other CRM systems.
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
About Capgemini
Capgemini is a global leader in partnering with companies to transform and manage their business by harnessing the power of technology. The Group is guided everyday by its purpose of unleashing human energy through technology for an inclusive and sustainable future.It is a responsible and diverse organization of over 360,000 team members in more than 50 countries. With its strong 55-year heritage and deep industry expertise, Capgemini is trusted by its clients to address the entire breadth of their business needs, from strategy and design to operations, fueled by the fast evolving and innovative world of cloud, data, AI, connectivity, software, digital engineering and platforms.
The Group reported in 2022 global revenues of €22 billion.
Get The Future You Want | www.capgemini.com
Disclaimer
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.
This is a general description of the Duties, Responsibilities and Qualifications required for this position. Physical, mental, sensory or environmental demands may be referenced in an attempt to communicate the manner in which this position traditionally is performed.Whenever necessary to provide individuals with disabilities an equal employment opportunity, Capgemini will consider reasonable accommodations that might involve varying job requirements and/or changing the way this job is performed, provided that such accommodations do not pose an undue hardship.
Capgemini is committed to providing reasonable accommodations during our recruitment process. If you need assistance or accommodation, please reach out to your recruiting contact.
Click the following link for more information on your rights as an Applicant http://www.capgemini.com/resources/equal-employment-opportunity-is-the-law
Please be aware that Capgemini may capture your image (video or screenshot) during the interview process and that image may be used for verification, including during the hiring and onboarding process.
Applicants for employment in Canada must have valid work authorization that does not now and/or will not in the future require sponsorship of a visa for employment authorization in Canada by Capgemini.