Senior Sales Specialist, Business Development (Automotive)

Choosing Capgemini means choosing a company where you will be empowered to shape your career in the way you'd like, where you'll be supported and inspired by a collaborative community of colleagues around the world, and where you'll be able to reimagine what's possible. Join us and help the world's leading organizations unlock the value of technology and build a more sustainable, more inclusive world.

About the role

The Capgemini sales team offers extensive career opportunities and provides mentoring and coaching for teammates. Automotive industry expertise is required.

The Capgemini Sales Specialist (Business Development Executive (BDE)) role is for an experienced, aggressive sales professional. The main responsibility includes sourcing and selling new business for Capgemini. The Sales Specialist (BDE) is an experienced, results-driven sales professional responsible for sourcing, qualifying, and closing new business opportunities. This role specializes in developing strategic client relationships, driving revenue growth, and positioning enterprise solutions aligned to client priorities. The BDE operates with autonomy while leveraging cross-functional sales, delivery, and solution teams to win complex, high-value deals.

A Sales Developer is responsible for a given territory and must sell part of the Capgemini portfolio. They are in charge of finding sales opportunities, creating the conditions for success when they identify an opportunity, leading the sales strategy and customer network relationships, negotiating the contract, and getting it signed. They always act with great autonomy but use the full power of the sales team Group. They define a target, choose the strategic ways to act, and reach the target. They master negotiations and consulting skills (e.g., ASE) to align clients and sponsors in closing a deal. They have gained credibility with CxO-level individuals. They go beyond closing deals and try to build long-term relationships with clients, acting as an advisor rather than a salesperson. They think big deals and mega deals, shaping them to meet new expectations and create value for both the client and Capgemini, while also being comfortable walking away from unqualified deals.

Responsibilities

• Develop new business in the automotive industry.
• Drive the sales process while leveraging Capgemini subject matter experts and executives, as needed.
• Manage the sales process while leveraging Capgemini subject matter experts and executives, as needed.
• Meet annual minimum quota expectations.
• Qualify leads from networking, events, and/or other sources and develop relationships with C-level executives within targeted accounts.
• Work with the solutions team in Technology Services, Outsourcing, and the various Sector groups to develop and win a pipeline of new/add-on business.
• Create opportunities across all service lines, taking accountability for qualification and closure of new business within the account.
• Manage client expectations throughout the sales cycle and closing process.
• Manage a pipeline of qualified opportunities.
• Provide support and drive business with clients to achieve revenue growth, profitability, and continuing customer satisfaction.
• Manage account plans and forecasts, and provide status reports.
• Drive new business development within an assigned territory, industry, or portfolio.
• Identify, qualify, and pursue complex and strategic sales opportunities from lead generation through deal closure.
• Manage sales strategies aligned with organizational growth objectives.
• Grow and maintain long-term, executive-level client relationships, acting as a trusted advisor rather than a transactional seller.
• Manage client discussions, solution positioning, and value-based selling conversations, including engagement with C-suite stakeholders.
• Collaborate with solution architects, delivery leaders, marketing, and partner teams to shape compelling offerings.
• Review commercial terms, manage deal governance, and ensure successful contract execution.
• Provide client insights to influence portfolio evolution and go-to-market strategies.
• Maintain pipeline management, forecasting, and reporting.

Requirements

• Extensive experience serving clients within the Automotive Industry is required.
• 12+ years professional experience with dedicated Business Development experience in enterprise sales of IT and business-related services.
• Experience selling end-to-end solutions and professional services.
• This is a "hunter" role, and qualified candidates must provide examples of their ability to generate organic revenue growth via prospecting tools and techniques.
• Experience building and maintaining relationships with senior executives within the assigned sector.
• A proven track record of achieving annual sales quotas.
• Ability to travel and work in an office as required.
• Familiarity with partner-led sales and joint go-to-market motions.

Benefits

The base compensation range for this role in the posted location is $88,544 - $281,842. Capgemini provides compensation range information in accordance with applicable national, state, provincial, and local pay transparency laws. The base compensation range listed for this position reflects the minimum and maximum target compensation Capgemini, in good faith, believes it may pay for the role at the time of this posting. This range may be subject to change as permitted by law. The actual compensation offered to any candidate may fall outside of the posted range and will be determined based on multiple factors legally permitted in the applicable jurisdiction. These may include, but are not limited to: Geographic location, Education and qualifications, Certifications and licenses, Relevant experience and skills, Seniority and performance, Market and business consideration, Internal pay equity. It is not typical for candidates to be hired at or near the top of the posted compensation range. In addition to base salary, this role may be eligible for additional compensation such as variable incentives, bonuses, or commissions, depending on the position and applicable laws.

Capgemini offers a comprehensive, non-negotiable benefits package to all regular, full-time employees. In the U.S. and Canada, available benefits are determined by local policy and eligibility and may include:

• Paid time off based on employee grade (A-F), defined by policy:
  • Vacation: 12-25 days, depending on grade
  • Company paid holidays
  • Personal Days
  • Sick Leave
• Medical, dental, and vision coverage (or provincial healthcare coordination in Canada)
• Retirement savings plans (e.g., 401(k) in the U.S., RRSP in Canada)
• Life and disability insurance
• Employee assistance programs
• Other benefits as provided by local policy and eligibility

Important Notice: Compensation (including bonuses, commissions, or other forms of incentive pay) is not considered earned, vested, or payable until it becomes due under the terms of applicable plans or agreements and is subject to Capgemini's discretion, consistent with applicable laws. The Company reserves the right to amend or withdraw compensation programs at any time, within the limits of applicable legislation.

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