Generative Business Services (GBS) GTM Offer Lead - Southern & Central Europe

Role Overview

The Generative Business Services (GBS) GTM and Offer Lead is a senior level role that will drive the next generation of thought leadership, offer development, deal shaping, and sales & market facing activity support across all Capgemini Group business lines, focused on Southern & Central Europe.

This is a strategic role designed to lead and build partnerships across all BSv Practices and working in close collaboration with other parts of the Group (e.g., Invent, PBS, I&D). The goal is a shared vision for success and a joint value proposition focused on Value Realization.

This role will seek to drive and secure the strategic goals and objectives for key clients of Capgemini in the rapidly transforming Global Business / Shared Service and Digital Transformation space (Generative AI, S4, and Platforms). As the face of Capgemini for C-level client stakeholders, this role is expected to generate market interest and excitement around our integrated offer, stay abreast of the market demand and trends, and vision of the future, and responding to them rapidly. This role will be primarily focused on the Southern & Central Europe market, and responsible and instrumental for the global offer development and related activities. 

The GBS GTM and Offer Leader’s mission is to help our clients reinvent their GBS model. Primarily, this role will drive a technology and Gen AI transformation as a major force to deliver the next generation of services and business outcomes. The key success factors include people transformation, process excellence, technology adoption, and data-driven business insights leading to industry best practice performance.

The specific job responsibilities of GBS vary depending on the client i.e., company and industry specifics, but typically include:

• Defining and delivering the latest global offer, assets, and capabilities across BSv Practices (Intelligent Finance and Accounting Operations, Supply Chain, People Operations, Customer Operations, and Intelligent Automation IFAO, ISCO, IPO, ICO, IA etc.).
• Defining and owning the Capgemini’s value proposition for the GBS offer across all BSv Practices and other parts of the Group and anticipating and responding to rapidly changing market needs.
• Bringing inspiration and new industry developments (e.g., Gen AI) to the clients and leading by example across the Group and promoting advancements beyond existing transformation, delivery, and technology solutions.
• Support Go To Market (GTM) Leads and in market sales activities including lead generation, response creation, proposal development, commercials client interactions etc.
• Lead and represent Capgemini BSv at analyst and market facing events and conferences (e.g., SSON) to generate new GBS Offer business.
• Leading partnerships with key stakeholders, including clients, partners, 3rd parties, and employees.

  A successful GBS GTM and Offer Lead must have a strategic mindset supported by a strong track record in driving results and achieving measurable outcomes, as well as excellent leadership and communication skills. The GBS GTM Offer Lead should also have a deep understanding of the industry and technology and people market dynamics.

Performance metrics

1. Analyst rankings in GBS area
2. Revenue and sold margin
3. 2 x pull through deals >50ME per annum.
4. Create 30ME GBS advisory pipeline across the practice to convert 15ME+ business in 2024.

Qualifications (Education/Experience/Certification): Optional

• English at CEFR Grade C1 (Advanced) or equivalent
• Seasoned GBS leader with a proven track record in GBS industry in terms of advisory, GBS setup and GBS leadership (operational and project / transformation).
• Very strong presentation and storytelling skills.
• Deal-shaping experience and a successful track record in GBS transactions.
• Strong track record of driving offer development leading to results and achieving measurable outcomes.
• Excellent leadership and communication skills.

Strategic mindset and “out of the box” thinking.