Application Development and Maintenance GTM Lead

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Role Summary

We are seeking a highly experienced Director / Senior Director, Multi-Tower Solutions & Presales to lead solutioning efforts for large-scale Application Development & Maintenance (ADM), Application Management Services (AMS), and multi-tower outsourcing opportunities.

This role is ideal for a strategic, client-facing executive with a strong builder mindset who can translate complex client requirements into compelling, differentiated, and commercially viable solutions. The successful candidate will combine deep expertise in SAP and ADM/AMS services with the ability to integrate multiple service towers into a cohesive transformation strategy that drives successful business outcomes.

The role requires a high degree of autonomy, strong leadership, and proven experience leading large, complex pursuits from qualification through contract signature. You will work closely with sales, delivery, commercial, and technology teams to design winning solutions that deliver measurable value for clients while contributing to revenue growth, profitability, and market differentiation.

Key Responsibilities

• Translate client objectives and requirements in RFPs into winning solution concepts for specific deals, based on service offerings and capabilities.
• Develop optimum solutions including governance structure, delivery model, staffing, service location, service hours, service levels, enabling AI, tools and infrastructure requirements for delivering services to client, transformation approach, commercials etc.
• Maintain win plus down selection rate of 70% on pursuits worked on or owned.
• Participate in strategic initiatives to industrialize the solutions process and to enhance the competitiveness of large multi-tower proposals.
• Acts as a member of a high-performance organization by engaging in value-added activities that leverage the collective capabilities of the team
• Provide domain knowledge and nurturing domain capability to assist with building competency skills within the team
• Maintain high utilization rate on pursuits throughout the year (> 80%)
• Instances of formal/ informal contribution to the team through knowledge/ information sharing. Should take a minimum of 3 Knowledge Sharing sessions during the year.
• Co-ordinate and lead efforts across multiple service lines and groups in the organization to deliver an integrated solution that best suits client’s problem statement and can be delivered in a cost-effective manner.

Required Qualifications

The ideal candidate should have at least 16 years of experience with a strong project track record. A bachelor’s degree is required.

This person is motivated to deliver high-quality work to drive customer satisfaction. They use their intellect, insight, and ability to build creative solutions with clients and colleagues while embracing a collaborative mindset. Key qualifications include:

• Bachelor’s/ master’s in engineering and/ or MBA from premier institutes.
• Must have at least 15+ years of experience in large ADM and/or multi-tower (Apps + Infra + Business Services + Engineering or any sub combination) complex deals solutioning, Handle end-to-end solution for multi tower Deals (TCV: US $50Mn+).
• Strong SAP background with proven experience delivering SAP ADM/ AMS engagements (though not necessary, experience in SAP implementation or migration projects will be a plus). The ideal candidate should possess broad SAP functional and technical expertise, along with a solid understanding of the latest SAP products, technologies, and industry trends.
• Extensively worked on outsourcing presales with end-to-end ownership to build/ lead - win themes, core estimation & transformation solution, proposal defense and BAFO/ contract negotiations support.
• Perform lead role in multi-country engagements with 200+ staff.
• Prior experience with MNCs or tier one IPPs
• Having ITILv3/v4 or PMP/ PRINCEII/ SAFe certifications will be added advantage.

Primary Skills

• Extensive pre-sales and solutions experience on RFP and RFI responses supporting large ADM and/or multi-tower deals with demonstrated success at new logos, renewals and expansions.
• Ability to stitch together the individual solutions for the towers into a coherent single threaded story.
• Excellent interpersonal skills to be able to lead discussions with multiple internal and external stakeholders.
• Lead internal discussions/ negotiations with various towers/ sub-towers to establish the best possible and competitive solution in front of the client.
• Manage multiple stakeholders to get the required internal approvals from the tower/ sub tower leadership.
• Exposed to complete lifecycle of - Solutioning, Transition, Steady State & Optimization
• Should know advancements in Agentic/ Generative AI and how they bring in efficiencies in ADM/ AMS scenarios.
• Experience in product centric design and solution for Custom and Cloud native applications based on integrated AD and AM operating model.
• Good understanding of Agile and DevOps principles and expertise in story point estimation (T-Shirt sizing). Scaled Agile experience is an advantage.
• Experience in coming up with logical and physical POD/SQUAD models leveraging hybrid skillset, location mix and roles.
• Ability to harness the best of the organization’s portfolio of offers to meet the stated and unstated requirements of the deal.
• Ability to understand the competitive landscape and tailor the solution to counter these to propose the most differentiating solution to the client.
• Good understanding of Estimation, various pricing methods and commercial aspects
• Good understanding of competitive bidding scenario, competitors, and bench markers
• Strong team orientation & leadership qualities.
• Excellent verbal and writing skills.
• Demonstrated thought leadership in external forums is an advantage.

Work Arrangement

• Location: Greater Toronto Area (GTA), Ontario.
• Hybrid Work Model: Candidates are expected to attend the office a minimum of four (4) days per week.
• Client Site Presence: Occasional onsite attendance will be required based on client, pursuit, workshop, or business needs.
• Travel Requirements: This role requires extensive travel, including domestic and international travel, to support client engagements, solution workshops, executive presentations, proposal defense sessions, and strategic business initiatives.
• The successful candidate must be willing and able to travel on short notice as required to support critical pursuits and client commitments.

The base compensation range for this role in the posted location is: $114,847 - $269,436 CAD.

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.

Disclaimers

Capgemini is an Equal Opportunity Employer encouraging inclusion in the workplace. Capgemini also participates in the Partnership Accreditation in Indigenous Relations (PAIR) program which supports meaningful engagement with Indigenous communities across Canada by promoting fairness, accessibility, inclusion and respect. We value the rich cultural heritage and contributions of Indigenous Peoples and actively work to create a welcoming and respectful environment. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity/expression, age, religion, disability, sexual orientation, genetics, veteran status, marital status or any other characteristic protected by law.

This is a general description of the Duties, Responsibilities and Qualifications required for this position. Physical, mental, sensory or environmental demands may be referenced in an attempt to communicate the manner in which this position traditionally is performed. Whenever necessary to provide individuals with disabilities an equal employment opportunity, Capgemini will consider reasonable accommodations that might involve varying job requirements and/or changing the way this job is performed, provided that such accommodation does not pose an undue hardship. Capgemini is committed to providing reasonable accommodation during our recruitment process. If you need assistance or accommodation, please reach out to your recruiting contact.

Please be aware that Capgemini may capture your image (video or screenshot) during the interview process and that image may be used for verification, including during the hiring and onboarding process.

Click the following link for more information on your rights as an Applicant in the United States. http://www.capgemini.com/resources/equal-employment-opportunity-is-the-law

Capgemini is a global business and technology transformation partner, helping organizations to accelerate their dual transition to a digital and sustainable world, while creating tangible impact for enterprises and society. It is a responsible and diverse group of 340,000 team members in more than 50 countries. With its strong over 55-year heritage, Capgemini is trusted by its clients to unlock the value of technology to address the entire breadth of their business needs. It delivers end-to-end services and solutions leveraging strengths from strategy and design to engineering, all fueled by its market leading capabilities in AI, generative AI, cloud and data, combined with its deep industry expertise and partner ecosystem.