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19 days ago
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Strategic Sales Technical Solutions Director


Capita PLC
Location: London
Job type: Permanent
Category: Sales Director Jobs
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Vacancy description

Based in: London

Working with: Strategic Sales Team

Who we are

Capita plc is the UK's leading provider of business process management and integrated professional support service solutions, with 74,000 staff across the UK, Europe, South Africa, India and other centres globally. Our clients span the private and public sectors, including Financial Services, Central Government, Utilities, Technology, Local Government and Insurance. The majority of our business involves the delivery of complex business transformations, customer service delivery and large scale ICT solutions. Interacting with some 35 million people across the UK on behalf of our clients, Capita concentrates on meeting each clients' specific objectives and challenges, utilising a wide range of in-house specialist resources and extensive capabilities, as well as working in partnership with a range of market leading third-parties.

The team

Strategic Sales is focused on originating, shaping and closing the major deals for Capita and works closely with the Divisions. We are seeking to source, scope, design and – ultimately – win large, transformational outsourcing and technology deals. Working across the public and private sectors, and all industries, our team exists to build extraordinary value within our clients’ organisations. We work on contracts from a minimum of £25m to well in excess of £1bn, and many of the solutions that we create and deliver are both unique and genuinely ground-breaking. As the ‘engine room’ for growth we offer, to the very best and brightest individuals, the opportunity to work on some of the biggest, most complex and most creative deals in today’s market.

The role

Purpose of role

The Technical Solutions Director (TSD) is responsible for holistic technology solutions which support Capita’s large Business Processing Outsourcing (BPO) and IT Outsourcing (ITO) deals. These deals typically exceed £50m in total contract value. The TSDs also get involved in Capita’s active acquisition programme and in designing solutions for new business start-ups and joint ventures initiated by Capita.

Key Accountabilities

The TSD owns and drives forward all elements of the technology solution including:

*

Infrastructure

*

Applications

*

Service delivery

*

Systems-wide thinking

*

Integration

*

Market focus

*

Supplier engagement and selection

*

Innovation

*

Security

*

Digital engagement

*

Technical contract discussions

*

Costs (in conjunction with Commercial team)

*

Effective hand-over to programme delivery

The TSD engages at all Capita, customer and supplier levels including business user, business manager and up to Director/CxO level, to understand the business and technical requirements, required outcomes, customer needs and aspirations, cost and efficiency targets.

The TSD must specify the high level requirements and then bring together and drive a strong technology team including a number of internal and external Subject Matter Experts (SMEs) to design, brainstorm, develop, evolve and innovate the optimum technology solution (without traditional line authority).

The TSD must challenge and review multiple options and ideas and decide which solution delivers the best value, technology and business outcomes, lowest risk versus reward and highest chance of Capita winning the deal. The TSD must guide the solutions where possible to Capita preferences and approaches to ensure deliverability and sustainability and also keep up with both market and Capita innovation and organisation.

Although the TSD will be able to get specific technical expertise from within Capita and also our Suppliers, it is essential the TSD has a strong technical background which will prevent technical staff from “pulling the wool over their eyes”.

The TSD must have a strong sales pedigree and be confident in presenting and communicating to all levels of internal and customer audiences within the sales cycle. The TSD must be able to clearly articulate and convey what he/she fully understands to be the business problem and challenge, why the technology solution will solve business issues, and drive the required outcomes including influencing skills up, down and all around the organisation.

About you

Skills and Experience

*

You will most likely have 10- 15+ years of IT/Technology experience

*

Proven experience at engaging at all levels from business user, business manager through to IT Director and CxO levels.

*

Proven experience at operating at senior Director level demonstrating all the key soft skills required including: stakeholder engagement and management; political sensitivity; confidence; proven experience; diplomacy; problem management; conflict management and resolution; and commercial/financial acumen. A calm and reasoned approach to the inevitable task of “herding cats” will be essential to ensure all internal stakeholders and external suppliers are kept engaged and motivated.

*

Proven history and experience in large sales opportunities and wins. You must be able to demonstrate experience in working in large private and public sales processes including BPO and ITO showing a good appreciation of what you must do and deliver to win profitable and sustainable business.

*

A proven track record in designing, costing and delivering large technology solutions including interaction with: business owners; technology suppliers; delivery directors; programme directors; and commercial directors. This would include the scoping of business requirements, solution selection, design, procure and build, test, deploy and operate lifecycle.

*

Interest and experience in how businesses engage with their customer and supplier base within the digital era including smartphone applications, channel shift, self-service, online sales, social media, robotics, AI, big data and analytics etc. Self-motivated to keep learning and be curious about new technologies and their possible impacts on business solutions, customers and public including social media.

*

Strong written and oral presentation skills including delivering client presentations and written bid submissions. This is a key skill and it is extremely important for the TSD to be able to bring together a variety of materials and thoughts and articulate a clear concise solution from a business, technology and sector point of view.

*

The ability to fully understand the client’s industry and market sector(s) and gain an appreciation of the business drivers, constraints and challenges in these markets and not just to sell an off the shelf technology solution. You must be able to understand and relate to the implications of that technology on the business and the cultural change it will drive.

*

Familiarity with financial modelling concepts and literacy in basic accounting analysis and presentation is vital. Sufficient commercial awareness and acumen to understand the key dependencies between the commercial model and the solution (e.g. affordability, priorities, key risk factors etc.)

Academic and Professional Qualifications

Ideally educated to degree level or equivalent. Evidence of post graduate professional development is desirable but not essential.

Our Values

Capita’s values are at the heart of our business. We believe that our colleagues should be Open, Ingenious, Collaborative and Effective; honest, straight-talking people who are highly intelligent and creative, who work brilliantly as part of a team or leading a team, and who never accept mediocrity. We’re looking for people that personify Capita’s values, who get involved in different things, deliver what they promise, take responsibility, embrace diversity, and respect their colleagues. And, most importantly, have fun!

Next Steps

We take a great deal of care to make sure you’re right for us – and that we’re right for you. Once we have reviewed your initial application, if we think you have the qualities that we need, we’ll invite you to the next stage. This will consist of some or all of the following steps, dependent upon the role for which you have applied:-

*

Telephone interview – typically a 30-40 minute, informal discussion about your suitability

*

Competency based interview – a face-to-face interview of around an hour with one of our team

*

Technical interview – a chance for us to probe your technical expertise, with one of our internal subject matter experts

*

Psychometric tests – for some posts, we’ll need to evaluate your personality, cognitive ability and critical thinking

We’re happy to make reasonable adjustments to all stages of the assessment process in order to accommodate the specific requirements of candidates with a disability.

Equal Opportunities

Having a truly diverse workforce is essential for our success. We welcome applications from everyone – regardless of age, sexual orie
Vacancy description

Based in: London

Working with: Strategic Sales Team

Who we are

Capita plc is the UK's leading provider of business process management and integrated professional support service solutions, with 74,000 staff across the UK, Europe, South Africa, India and other centres globally. Our clients span the private and public sectors, including Financial Services, Central Government, Utilities, Technology, Local Government and Insurance. The majority of our business involves the delivery of complex business transformations, customer service delivery and large scale ICT solutions. Interacting with some 35 million people across the UK on behalf of our clients, Capita concentrates on meeting each clients' specific objectives and challenges, utilising a wide range of in-house specialist resources and extensive capabilities, as well as working in partnership with a range of market leading third-parties.

The team

Strategic Sales is focused on originating, shaping and closing the major deals for Capita and works closely with the Divisions. We are seeking to source, scope, design and – ultimately – win large, transformational outsourcing and technology deals. Working across the public and private sectors, and all industries, our team exists to build extraordinary value within our clients’ organisations. We work on contracts from a minimum of £25m to well in excess of £1bn, and many of the solutions that we create and deliver are both unique and genuinely ground-breaking. As the ‘engine room’ for growth we offer, to the very best and brightest individuals, the opportunity to work on some of the biggest, most complex and most creative deals in today’s market.

The role

Purpose of role

The Technical Solutions Director (TSD) is responsible for holistic technology solutions which support Capita’s large Business Processing Outsourcing (BPO) and IT Outsourcing (ITO) deals. These deals typically exceed £50m in total contract value. The TSDs also get involved in Capita’s active acquisition programme and in designing solutions for new business start-ups and joint ventures initiated by Capita.

Key Accountabilities

The TSD owns and drives forward all elements of the technology solution including:

*

Infrastructure

*

Applications

*

Service delivery

*

Systems-wide thinking

*

Integration

*

Market focus

*

Supplier engagement and selection

*

Innovation

*

Security

*

Digital engagement

*

Technical contract discussions

*

Costs (in conjunction with Commercial team)

*

Effective hand-over to programme delivery

The TSD engages at all Capita, customer and supplier levels including business user, business manager and up to Director/CxO level, to understand the business and technical requirements, required outcomes, customer needs and aspirations, cost and efficiency targets.

The TSD must specify the high level requirements and then bring together and drive a strong technology team including a number of internal and external Subject Matter Experts (SMEs) to design, brainstorm, develop, evolve and innovate the optimum technology solution (without traditional line authority).

The TSD must challenge and review multiple options and ideas and decide which solution delivers the best value, technology and business outcomes, lowest risk versus reward and highest chance of Capita winning the deal. The TSD must guide the solutions where possible to Capita preferences and approaches to ensure deliverability and sustainability and also keep up with both market and Capita innovation and organisation.

Although the TSD will be able to get specific technical expertise from within Capita and also our Suppliers, it is essential the TSD has a strong technical background which will prevent technical staff from “pulling the wool over their eyes”.

The TSD must have a strong sales pedigree and be confident in presenting and communicating to all levels of internal and customer audiences within the sales cycle. The TSD must be able to clearly articulate and convey what he/she fully understands to be the business problem and challenge, why the technology solution will solve business issues, and drive the required outcomes including influencing skills up, down and all around the organisation.

About you

Skills and Experience

*

You will most likely have 10- 15+ years of IT/Technology experience

*

Proven experience at engaging at all levels from business user, business manager through to IT Director and CxO levels.

*

Proven experience at operating at senior Director level demonstrating all the key soft skills required including: stakeholder engagement and management; political sensitivity; confidence; proven experience; diplomacy; problem management; conflict management and resolution; and commercial/financial acumen. A calm and reasoned approach to the inevitable task of “herding cats” will be essential to ensure all internal stakeholders and external suppliers are kept engaged and motivated.

*

Proven history and experience in large sales opportunities and wins. You must be able to demonstrate experience in working in large private and public sales processes including BPO and ITO showing a good appreciation of what you must do and deliver to win profitable and sustainable business.

*

A proven track record in designing, costing and delivering large technology solutions including interaction with: business owners; technology suppliers; delivery directors; programme directors; and commercial directors. This would include the scoping of business requirements, solution selection, design, procure and build, test, deploy and operate lifecycle.

*

Interest and experience in how businesses engage with their customer and supplier base within the digital era including smartphone applications, channel shift, self-service, online sales, social media, robotics, AI, big data and analytics etc. Self-motivated to keep learning and be curious about new technologies and their possible impacts on business solutions, customers and public including social media.

*

Strong written and oral presentation skills including delivering client presentations and written bid submissions. This is a key skill and it is extremely important for the TSD to be able to bring together a variety of materials and thoughts and articulate a clear concise solution from a business, technology and sector point of view.

*

The ability to fully understand the client’s industry and market sector(s) and gain an appreciation of the business drivers, constraints and challenges in these markets and not just to sell an off the shelf technology solution. You must be able to understand and relate to the implications of that technology on the business and the cultural change it will drive.

*

Familiarity with financial modelling concepts and literacy in basic accounting analysis and presentation is vital. Sufficient commercial awareness and acumen to understand the key dependencies between the commercial model and the solution (e.g. affordability, priorities, key risk factors etc.)

Academic and Professional Qualifications

Ideally educated to degree level or equivalent. Evidence of post graduate professional development is desirable but not essential.

Our Values

Capita’s values are at the heart of our business. We believe that our colleagues should be Open, Ingenious, Collaborative and Effective; honest, straight-talking people who are highly intelligent and creative, who work brilliantly as part of a team or leading a team, and who never accept mediocrity. We’re looking for people that personify Capita’s values, who get involved in different things, deliver what they promise, take responsibility, embrace diversity, and respect their colleagues. And, most importantly, have fun!

Next Steps

We take a great deal of care to make sure you’re right for us – and that we’re right for you. Once we have reviewed your initial application, if we think you have the qualities that we need, we’ll invite you to the next stage. This will consist of some or all of the following steps, dependent upon the role for which you have applied:-

*

Telephone interview – typically a 30-40 minute, informal discussion about your suitability

*

Competency based interview – a face-to-face interview of around an hour with one of our team

*

Technical interview – a chance for us to probe your technical expertise, with one of our internal subject matter experts

*

Psychometric tests – for some posts, we’ll need to evaluate your personality, cognitive ability and critical thinking

We’re happy to make reasonable adjustments to all stages of the assessment process in order to accommodate the specific requirements of candidates with a disability.

Equal Opportunities

Having a truly diverse workforce is essential for our success. We welcome applications from everyone – regardless of age, sexual orie
Apply

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