Capgemini
Generative Business Services (GBS) GTM Offer Lead - Southern & Central Europe
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Generative Business Services (GBS) GTM and Offer Lead
Role Overview
The Generative Business Services (GBS) GTM and Offer Lead is a senior-level role focused on driving thought leadership, offer development, deal shaping, and sales & market-facing activity support across all Capgemini Group business lines, primarily in Southern & Central Europe.
This is a strategic role aimed at leading cross-partnerships with BSv Practices and collaborating closely with other Capgemini Group divisions (e.g., Invent, PBS, I&D). The goal is to establish a shared vision for success, centred around Value Realization.
The role requires driving and securing strategic goals for key clients in Global Business / Shared Service and Digital Transformation, including Generative AI, S4 (Shared Services), and Platforms. As the C-level representative for Capgemini, this position generates market interest and stays ahead of industry trends, adjusting rapidly to changing demand. Leadership within Southern & Central Europe is critical, with a dual responsibility for global offer development.
Mission
To help our clients reinvent their GBS model through a technology and Gen AI transformation—delivering next-generation services and business outcomes. Key focus areas include:
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- People transformation
- Process excellence
- Technology adoption
- Data-driven business insights with industry-leading performance.
Key Responsibilities
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Offer Development & Globalisation:
- Define and deliver 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)).
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Value Proposition Leadership:
- Shape Capgemini’s GBS value proposition across all BSv Practices and Group segments, anticipating and responding to rapidly evolving market needs.
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Innovation & Industry Trends:
- Inspire clients with new industry developments, especially Generative AI, and lead beyond legacy transformation, delivery, and technology solutions.
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Go-to-Market & Sales Support:
- Assist GTM Leads in market engagement, including lead generation, proposal development, commercials, and client interactions.
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Representation & Visibility:
- Lead and represent Capgemini BSv at analyst and market events (e.g., SSON) to secure new GBS Offer business.
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- Stakeholder Partnerships:
- Drive partnerships with clients, partners, third-party vendors, and employees.
Key Performance Metrics
- Analyst rankings in GBS area
- Revenue and sold margin
- Deliver 2+ pull-through deals >€50M annually
- Build €30M GBS advisory pipeline and drive ~€15M+ business conversion in 2024.
Qualifications (Education/Experience/Certification)
Essential Skills
- Proficient English (CEFR Grade C1 / Advanced or equivalent)
- Seasoned GBS leader with a proven track record in:
- GBS advisory
- GBS setup
- GBS operational/transformation leadership
- Exceptional presentation and storytelling ability
- Proven deal-shaping capabilities with a successful GBS transactions history
- Track record of driving market-leading offers with measurable outcomes
- Strong leadership and communication skills
Strategic Mindset
- Ability to think out-of-the-box, leveraging industry trends while aligning with Capgemini’s goals.
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