Sales Lead - Public Sector

Capgemini; West of England; Hybrid; GBP 90,000 - 120,000; Full time

Job summary

Capgemini UK is seeking an experienced Sales Lead to drive growth across a portfolio of significant public sector organisations. The role focuses on large central government and cabinet departments, shaping opportunities and driving pursuits through to successful closure.

You will align client problems to Capgemini’s Cloud Infrastructure Services, bringing together specialists, partners and AI-enabled capabilities to deliver measurable outcomes.

Qualifications

• Lead opportunities from identification through qualification, shaping, proposal, negotiation and closure.
• Drive pipeline growth across significant public sector organisations and strategic propositions.
• Lead with Capgemini's Cloud Infrastructure Services portfolio, including cloud, cybersecurity, digital workplace and AI-enabled solutions.
• Build trusted relationships with senior public sector business, digital, technology, commercial and operational stakeholders.

Responsibilities

• Own opportunities from identification through qualification, shaping, proposal, negotiation, contracting and closure.
• Drive profitable pipeline growth and bookings across an assigned portfolio of significant public sector organisations, priority opportunities and strategic propositions.
• Lead with Capgemini's Cloud Infrastructure Services portfolio, including cloud and infrastructure transformation, cybersecurity and AI-enabled solutions.
• Engage early with clients and account teams to understand priorities, influence requirements and translate business challenges into value-led propositions.
• Develop and execute focused opportunity and growth plans with a strong, qualified pipeline and clear progression against sales objectives.
• Provide the client, sales and commercial direction for each pursuit, including win strategy, value proposition and pricing.
• Build trusted relationships with senior public sector stakeholders across business, digital, technology and operations.

Skills

Sales leadership

Public sector sales

Stakeholder management

Negotiation

Cloud infrastructure

Job description

About The Job You’re Considering

Capgemini UK is seeking an experienced Sales Lead to drive growth across a portfolio of significant public sector organisations. The role is aligned to priority opportunities and client needs, focused across large central government and cabinet departments.

About The Job You’re Considering

Capgemini UK is seeking an experienced Sales Lead to drive growth across a portfolio of significant public sector organisations. The role is aligned to priority opportunities and client needs, focused across large central government and cabinet departments.

You will lead sales from inception to agreement: identifying and qualifying demand, shaping opportunities early, setting the pursuit and commercial strategy, working with high-performing teams to develop compelling, client-aligned propositions, and driving pursuits through negotiation and successful closure. You will align client problems to the breadth of the Cloud Infrastructure Services portfolio, with particular focus on Cloud, Cyber and Sovereignty, and bring together the right Capgemini specialists, partners and AI-enabled capabilities to deliver measurable outcomes. This is a hands-on sales lead role. It suits someone who can originate and progress opportunities, work confidently with senior stakeholders, and orchestrate high-performing professionals across a matrixed organisation. The Sales Lead is accountable for leading winning opportunity pursuits, addressing the client problem, commercial case and outcome-led proposition, while mobilising portfolio, industry, solution, delivery, commercial, alliance and partner expertise to create a credible and deliverable response.

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

• Own opportunities from identification through qualification, shaping, proposal, negotiation, contracting and closure.
• Drive profitable pipeline growth and bookings across an assigned portfolio of significant public sector organisations, priority opportunities and strategic propositions.
• Lead with Capgemini's Cloud Infrastructure Services portfolio, including cloud and infrastructure transformation, cybersecurity, digital workplace, enterprise service management, platform engineering, data centre and managed infrastructure services, automation and AI-enabled solutions.
• Engage early with clients and account teams to understand priorities, influence requirements and translate business challenges into clear, value-led propositions.
• Develop and execute focused opportunity and growth plans, maintaining a strong, qualified pipeline and clear progression against agreed sales objectives.
• Provide the client, sales and commercial direction for each pursuit, including win strategy, value proposition, stakeholder plan, competitive positioning, pricing, negotiation and closure.
• Build trusted relationships with senior public sector business, digital, technology, commercial and operational stakeholders.
• Navigate complex public sector procurement, governance and approval processes with pace, discipline and sound judgement.
• Work collaboratively with Account Executives, Client Partners, portfolio leaders, presales and solution teams, delivery leaders, commercial, legal, finance, bid teams, alliances and other specialists.
• Create clarity and momentum across matrixed pursuit teams while respecting the professional accountability of each contributing function.
• Contribute to sector growth priorities, strategic propositions, partner engagement and wider market-facing business development.

What Success Looks Like

• A healthy, qualified pipeline across the assigned portfolio, with opportunities engaged early enough to influence and shape.
• Consistent progression of opportunities from identification and qualification through to contracted business.
• Profitable growth in bookings and revenue, supported by robust qualification and commercial discipline.
• Strong senior client relationships and clear positioning of CIS and wider Capgemini capabilities.
• High-performing, collaborative pursuit teams focused on differentiated solutions and the best client outcomes.

You can bring your whole self to work. At Capgemini, striving for equity, diversity and inclusion is part of everyday life, and will be part of your working reality. We have built an inclusive and welcoming environment, for everyone.

Your Skills And Experience

• A proven record of leading and closing complex technology, consulting, systems integration or managed services opportunities.
• Experience selling cloud, infrastructure, cybersecurity, digital workplace, enterprise service management or related transformation services.
• Strong knowledge of the UK public sector, ideally with experience of large central government departments and or defence.
• The ability to originate, qualify, shape and prosecute medium and large opportunities rather than relying on a pre-qualified pipeline.
• Experience leading the full sales lifecycle, including client engagement, solution shaping, formal procurement, commercial negotiation and contracting.
• Credibility with senior business and technology stakeholders, with a consultative and outcome-focused approach.
• Commercial acumen across value-based selling, pricing, risk, contracting and negotiation.
• A collaborative leadership style and a track record of working effectively across large, matrixed organisations.
• Clear communication, strong judgement and the ability to create direction in ambiguous or fast-moving situations.
• A growth mindset, personal accountability and the resilience to sustain momentum through complex buying cycles.

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.

Your security clearance and pre-employment checks

This is a UK-wide role. You will work flexibly across client locations, Capgemini offices and home, with regular travel according to client and opportunity needs. The role requires a willingness and ability to travel; patterns will vary across the sales cycle. To be successfully appointed to this role, it is a requirement to obtain Security Check (SC) clearance. To obtain SC clearance, the successful applicant must have resided continuously within the United Kingdom for the last 5 years, along with other criteria and requirements. 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. Some posts are restricted to sole UK Nationals for security reasons; therefore, you may be asked about your citizenship in the application process.

Make it real – what does it mean for you?

Flexibility to work your way

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.

Your wellbeing

You have been joining an accredited Great Place to work for Wellbeing in 2023. 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.

Shape your path

You will be empowered to explore, innovate, and progress. You will benefit from Capgemini's 'learning for life' mindset, meaning you will have countless training and development opportunities from thinktanks to hackathons, and access to 250,000 courses with numerous external certifications from AWS, Microsoft, Harvard ManageMentor, Cybersecurity qualifications and much more.

Shared energy

You will be bringing your unique skills and perspectives to the team, inspiring and taking inspiration from your teammates as you unlock value in everything you do. You will be joining a professional community of experts, who have got your back and will support you, every step of the way.

Why should you consider Capgemini?

Growing clients' businesses while building a more sustainable, more inclusive future is a tough ask. When you join Capgemini, you will 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 over 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 2025 global revenues of €22.5 billion. Make it real | www.capgemini.com