Aviation Client Partner

About the job you're considering

You'll be at the heart of securing new business sales and leading account management activities in one of our major growing aviation clients, focusing on selling business and technology consulting, digital services, CRM, cloud, data and analytics, cyber, automation, testing, application management and BPO services.

As a Client Partner, you will play a pivotal role in expanding Capgemini's presence across the aviation sector, including airlines, airports, ground handlers and aviation service providers. This will be a high-visibility role, working closely with C-Suite client stakeholders, Capgemini Business Line leaders, and strategic partners to shape compelling client propositions, and delivery long-term value. You will own the end-to-end lifecycle, from account strategy through opportunity identification, deal closure, and transition into delivery, positioning Capgemini as a trusted strategic partner for business and technology transformation within aviation. You'll be reporting into the Head of Aviation, supporting the ongoing growth of the UK TMTS business.

Hybrid working: The places that you work from day to day will vary according to your role, your needs, and those of the business; it will be a blend of Company offices, client sites, and your home; noting that you will be unable to work at home 100% of the time.

If you are successfully offered this position, you will go through a series of pre-employment checks, including: identity, nationality (single or dual) or immigration status, employment history going back 3 continuous years, and unspent criminal record check (known as Disclosure and Barring Service)

Your role

Key Responsibilities:

Sales & Business Development

• Develop and execute strategic account and growth plans to expand Capgemini's Aviation portfolio.
• Identify, qualify, and pursue new business opportunities across airlines, airports and aviation service providers.
• Own pipeline development, forecasting, and revenue delivery, ensuring consistency with commercial business targets.
• Lead proposal development, commercial structuring, pricing strategy, negotiations, and deal closure for complex engagements.
• Partner closely with sales, delivery, and industry teams to shape solution led proposals and high quality responses to RFI/RFPs.
• Work with identified industry partners to develop joint Go to Market propositions and maintain those partner relationships.

Client Relationship Management

• Build trusted, long term partnerships by developing a deep understanding of client strategies, priorities, and challenges.
• Represent the voice of the client internally, ensuring alignment between client expectations and Capgemini's capabilities and delivery outcomes.
• Grow our presence and influence within our strategic clients by anticipating client needs, delivering proposals which bring together the very best of Capgemini across all business units.
• Represent Capgemini externally at aviation forums, industry events, executive briefings, and strategic workshops.

Strategic & Sector Leadership

• Work closely with the Head of Aviation and senior stakeholders to define and execute the Aviation sector growth strategy and go to market priorities.
• Provide insight into market trends, competitive dynamics, and transformation opportunities within the aviation industry.
• Champion collaboration across Capgemini business and offerings (e.g. Digital, Cloud, Data & AI, Engineering, Automation, Cyber) to align capabilities with client needs.
• Contribute to thought leadership, sector propositions, and innovation initiatives to strengthen Capgemini's Aviation market positioning.

You can bring your whole self to work. At Capgemini building an inclusive future is part of everyday life and will be part of your working reality. We have built a representative and welcoming environment, for everyone.

Your skills and experience

Essential:

• 5+ years of proven experience in sales, business development or senior client leadership, ideally within the aviation sector.
• Strong network and credibility with contacts across the aviation industry.
• Demonstrated success in selling complex, multi discipline and high-value transformation programmes
  Passion for aviation and innovation, with an understanding of modern approaches such as Digital Development, Agile methodologies, Cloud and SaaS solutions, Data, Analytics, and AI
• Proven ability to lead end-to-end sales cycles, from pipeline generation and proposal development to contract negotiation and closure.
• Excellent strategic thinking, commercial acumen, and negotiation skills, with a track record of achieving or exceeding sales targets.
• Confident bid leadership skills, with a hands-on approach to working closely with solution teams to craft compelling proposals
• Proven ability to build trusted relationships with clients and collaborate effectively with internal stakeholders
• Strong communication, presentation skills, with the ability to engage and influence at executive level.

Desirable:

• Understanding of key aviation industry trends and transformation drivers, including digital platforms, Cloud, Data & AI, AI/ML, IoT, passenger experience, operational optimisation, and sustainability.
• Experience working with strategic partners and alliances (e.g. cloud providers, platform vendors) to co‑create client solutions and accelerate growth.

Your security clearance

To be successfully appointed to this role you will need to undergo Baseline Personnel Security Standard checks.

There are no nationality or residency restrictions, although if you have resided outside of the UK within the last 3 years, further checks may be required.

There are other criteria and check required for BPSS, and throughout the recruitment process, you will be asked questions about your security clearance eligibility such as, but not limited to, country of residence and nationality.

We are a Disability Confident Employer

Capgemini is proud to be a Disability Confident Employer (Level 2) under the UK Government's Disability Confident scheme. As part of our commitment to inclusive recruitment, we will offer an interview to all candidates who:

• Declare they have a disability, and
• Meet the minimum essential criteria for the role.

Please opt in during the application process.

Make it real - what does it mean for you?

You'd be joining an accredited Great Place to work for Wellbeing in 2024. Employee wellbeing is vitally important to us as an organisation. We see a healthy and happy workforce a critical component for us to achieve our organisational ambitions.

To help support wellbeing we have trained 'Mental Health Champions' across each of our business areas, and we have invested in wellbeing apps such as Thrive and Peppy.

You will be joining one of the World's Most Ethical Companies®, as recognised by Ethisphere® for 12 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.

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