Capgemini
Generative Business Services (GBS) GTM Offer Lead - Southern & Central Europe
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Generative Business Services (GBS) GTM and Offer Lead
About the Role
The GBS GTM and Offer Lead is a senior strategic role responsible for driving thought leadership, offer development, deal shaping, and market-facing support across all Capgemini Group business lines, with a focus on Southern & Central Europe. This position is designed to:
- Lead and build cross-practice partnerships with BSv Practices (e.g., Intelligent Finance, Supply Chain, People Operations) and collaborate closely with other Group functions (e.g., Invent, PBS, I&D).
- Define a shared vision for success, ensuring a unified value proposition centred on Value Realization.
- Steer strategic client focussing in the Global Business / Shared Services and Digital Transformation space, with an emphasis on Generative AI, S4 (Scale, Shift, Sustain), and Platform-driven solutions.
- Serve as the C-level representative for Capgemini, fostering market engagement and awareness of the integrated offer while adapting to evolving trends.
This role is primarily focused on Southern & Central Europe, though instrumental in shaping global offer development and related activities.
Mission
The GBS GTM and Offer Lead will help clients reinvent their Global Business Services (GBS) models, with a strong emphasis on:
- Technology and Generative AI-driven transformation as a catalyst for next-generation services and business outcomes.
- Delivering industry-best practices through:
- People transformation
- Process excellence
- Technology adoption
- Data-driven business insights
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Key Responsibilities
Core tasks, tailored to client-specific and industry needs, include:
-
Offer & Capabilities Development
- Define and deliver the latest global offer, assets, and capabilities across BSv Practices (e.g., Intelligent Finance and Accounting, Supply Chain Operations, People Operations, Customer Operations, and Intelligent Automation).
- Own Capgemini’s value proposition for GBS across all BSv Practices and Group functions, ensuring alignment with rapidly evolving market demands.
-
Thought Leadership & Innovation
- Bring cutting-edge insights (e.g., Generative AI) to clients and promote transformation beyond current solutions.
- Lead by example in advancing technology, delivery, and business strategies.
-
Market & Sales Support
- Assist Go-To-Market (GTM) Leads in activities such as lead generation, proposal development, commercial interactions, and positioning engagements.
- Drive client-facing engagement, ensuring market momentum and business expansion through post-sales execution and refresh activities.
-
External Representation
- Champion Capgemini’s BSv Offer at analyst and market-facing events (e.g., SSON - Shared Services & Outsourcing Network) to capture new business opportunities.
- Spearhead strategic partnerships with key stakeholders—including clients, vendors, and employees—to accelerate growth.
-
Strategic & Commercial Accountability
- Achieve defined performance metrics, such as:
- Analyst rankings in GBS
- Revenue and margin targets
- Deals > 50M EUR (annually)
- Contribute to GBS advisory pipeline (30M EUR) and sale of 15M+ EUR+ business in 2024.
- Achieve defined performance metrics, such as:
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Key Performance Indicators
| Metric | Target |
|---|---|
| Analyst Rankings (GBS) | Industry-leading |
| Revenue & Margin | Exceed targets |
| Sticky Deals | 2 deals > 50M EUR annually |
| Pipeline Generation | 30M EUR GBS advisory pipeline with 15M+ EUR+ closed in 2024 |
Requirements
Experience & track record required:
- Three plus years of experience in GBS leadership, advisory, GBS setup, or complementary roles.
- Proven success in shaping deals, operational excellence, and generating measurable outcomes.
- Strategic mindset, with a focus on innovation, agility, and out-of-box solutions.
Technical & Leadership Skills:
- Deep expertise in GBS, Digital Transformation, and Generative AI applications.
- Strong presentation & storytelling skills to influence stakeholders at all levels.
- Exceptional communication & leadership abilities, with a track record of collaborating across organisational boundaries.
Languages
- English proficiency at CEFR Grade C1 (Advanced) required.
Qualifications
While optional, preference will be given to candidates with:
- Formal education in business, finance, Consulting, or a related field.
- Qualifications in Bill of Materials, GBS operations, or Generative AI systems.
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