Senior Sales Director - Business Services / Business Process Outsourcing

Senior Sales Director - Business Services (BPO)

About the role

We are looking for an experienced Sales Director who has recent hand on experience selling Business Services into various markets, within a complex matrix organisaiton. You will be a sales hunter and individual contributor who will demonstrate hunger, drive and personality to maximise sales opportunities for our Business Service business line and the wider Capgemini.

This role leads the origination, shaping, and closure of large, complex BPO and transformation opportunities within sectors such as CPRD, Utilities and Manufacturing. You will operate as a senior deal leader, the role holder is accountable for driving pipeline growth, developing differentiated value propositions, orchestrating multi‑disciplinary bid teams, and closing enterprise‑scale outsourcing and transformation engagements.

The successful candidate brings deep understanding of BPO/GBS-led transformation, applies AI and digital capabilities as value drivers, and operates confidently in a global, matrixed environment similar in scale and complexity to Capgemini.

The successful candidate will be full of energy, show hunger and drive to succeed with a hunter like mentality. We really are looking for someone who is very articulate, professional, and can show a high level of enthusiasm.

Key Responsibilities

Sales Strategy & Opportunity Leadership

Own the end‑to‑end sales leadership for major opportunities, from early shaping through to contract signature.

Partner closely with Portfolio and Sector leadership to align on priority pursuits and strategic focus areas.

Identify, qualify, and progress large, high‑value opportunities, ensuring alignment between sales strategy, value messaging, competitive differentiation, and proposition development.

Translate emerging market and client trends into commercially viable opportunities and proactively escalate them to senior stakeholders.

Solution & Value Creation

Leverage AI, automation, digital platforms, and right‑shoring models as core solution differentiators within proposed offerings.

Shape and articulate compelling, value‑led business cases including outcome‑based, gain‑share, and transformational commercial models.

Ensure consistency and quality across solution design, pricing, costing, and proposal development in collaboration with bid, delivery, and SME teams.

Position technology‑enabled transformation (including ERP and enabling platforms) as a catalyst for business value.

Client & Market Engagement

Build and sustain senior‑level client relationships across C‑suite and executive stakeholders, acting as a trusted advisor rather than a transactional seller.

Maintain a strong external network across various industries such as CPRD, Utilities and Manufacturing, using market intelligence to co‑create opportunities with clients.

Regularly validate hypotheses, propositions, and ideas within the client ecosystem to refine deal shaping.

Engage with analysts, advisors, and industry forums to monitor market developments and influence emerging demand.

Bid, Deal & Stakeholder Management

Design and lead complex bid organisations, mobilising internal sales, delivery, and SME resources.

Navigate and influence complex internal matrix structures to drive alignment and momentum.

Lead executive‑level negotiations and manage sophisticated commercial discussions.

Maintain ownership of opportunity governance, forecasting, and business development investment in line with business unit expectations.

Measures of Success

Consistent delivery of significant annual contract value in enterprise‑scale BPO and transformation deals.

Successful closure of multiple large, multi‑year outsourcing engagements, including transformational programmes.

Full compliance with enterprise sales methodology and governance standards.

Strong internal and external stakeholder advocacy and collaboration.

Active embodiment of core organisational values including integrity, trust, collaboration, and bold thinking.

What we are looking for

Sales & Sector Expertise

Demonstrated success leading large, complex BPO / GBS sales in a global, distributed delivery environment.

Strong track record selling into markets which utilise BPO, with deep understanding of sector value drivers across functions such as Finance, Customer Experience, Procurement, HR, Supply Chain, and Logistics.

Proven ability to originate, shape, and close enterprise transformation deals, including technology‑enabled and multi‑tower outsourcing engagements.

Commercial & Leadership Capability

Credibility and confidence engaging with C‑suite, board‑level, and executive stakeholders.

Experience leading high‑value, multi‑geography sales initiatives with complex governance and stakeholder landscapes.

Strong commercial acumen with the ability to structure value‑based pricing, outcome‑led models, and long‑term transformational contracts.

Comfortable operating in large, matrixed organisations, influencing without authority.

Ways of Working

Strategic, proactive, and opportunity‑driven mindset with a strong ownership mentality.

Able to work at pace under pressure while maintaining quality and governance.

Highly collaborative, self‑motivated, and resilient.

Strong communicator with excellent written, verbal, and executive‑level presentation skills.

Make it real, what does it mean for you?

We realise a Total Reward package should be more than just compensation. At Capgemini we offer range of core and flexible benefits and have a Peer Recognition Portal called Applaud.

You will be joining one of the World’s Most Ethical Companies®, as recognised by Ethisphere® for 13 consecutive years. We live our values by making ethical business choices every day. Working ethically is at the centre of our culture at Capgemini, meaning you will be helping to create a future we can all be proud of.

You will be encouraged to have a positive work-life balance. Our hybrid-first way of working means we embed hybrid working in all that we do and make flexible working arrangements the day-to-day reality for our people. All UK employees are eligible to request flexible working arrangements.

Capgemini. Make it real.

Why you should consider Capgemini?

Growing clients’ businesses while building a more sustainable, more inclusive future is a tough ask. When you join Capgemini, you’ll join a thriving company and become part of a collective of free-thinkers, entrepreneurs and industry experts. We find new ways technology can help us reimagine what’s possible. It’s why, together, we seek out opportunities that will transform the world’s leading businesses, and it’s how you’ll gain the experiences and connections you need to shape your future. By learning from each other every day, sharing knowledge, and always pushing yourself to do better, you’ll build the skills you want. You’ll use your skills to help our clients leverage technology to innovate and grow their business. So, it might not always be easy, but making the world a better place rarely is.

About Capgemini

Capgemini is an AI-powered global business and technology transformation partner, delivering tangible business value. We imagine the future of organisations and make it real with AI, technology and people. With our strong heritage of nearly 60 years, we are a responsible and diverse group of 420,000 team members in more than 50 countries. We deliver end-to-end services and solutions with our deep industry expertise and strong partner ecosystem, leveraging our capabilities across strategy, technology, design, engineering and business operations. The Group reported 2024 global revenues of €22.1 billion.

Make it real | www.capgemini.com