Senior Account Executive - Defence

Capgemini; Warszawa; Hybrid; PLN 180,000 - 260,000; Full time

Benefits offered by this job

Private medical care

Life insurance

Training tracks on NEXT platform

Hybrid working model

NAIS benefit platform

Job summary

Capgemini in Warsaw is seeking a Senior Account Executive to expand our Defence, Aerospace & Security footprint in Poland and Europe. You will drive strategic growth, build trusted relationships with key stakeholders, and position Capgemini as a strategic technology and transformation partner for defence organizations.

You will lead cross-functional collaboration across marketing, sales, and delivery to win new business, manage complex sales cycles, and ensure delivery success across

Qualifications

• Minimum 7 years of experience in account management, business development, sales, or consulting within defence, aerospace & security sectors.

Responsibilities

• Drive annual revenue growth and profitability across assigned accounts.
• Develop and execute strategic account plans aligned with client priorities and Capgemini's offerings.
• Report directly to the Chief Sales Officer in Poland.
• Build deep C-level client intimacy to proactively identify and deliver value-driven propositions.
• Cultivate and maintain executive-level relationships to position Capgemini as a trusted advisor.
• Collaborate across marketing, sales, delivery, and subject matter experts to expand account footprint.
• Lead sales campaigns and service offerings in line with revenue and margin targets.
• Oversee project teams and ensure successful delivery across engagements.
• Monitor account health and client satisfaction, resolving issues proactively.
• Engage with industry leaders and strategic alliances to co-develop innovative solutions.

Skills

Account management

Business development

Sales

Negotiation

Presentation skills

Polish

English

Job description

As a Senior Account Executive you will play a key role in expanding Capgemini's presence across the Defence, Aerospace and Security sector in Poland and Europe. You will be responsible for driving strategic business growth, developing trusted relationships with key stakeholders, and positioning Capgemini as a strategic technology and transformation partner for defence organizations.

• drive annual revenue growth and profitability across assigned accounts;
• develop and execute strategic account plans aligned with client priorities and Capgemini's offerings;
• report directly to the Chief Sales Officer in Poland.

Client Engagement & Relationship Management

• build deep C-level client intimacy to proactively identify and deliver value-driven propositions;
• cultivate and maintain executive-level relationships to position Capgemini as a trusted advisor.

Sales & Delivery Coordination

• Collaborate across marketing, sales, delivery, and subject matter experts to expand account footprint;
• lead sales campaigns and service offerings in line with revenue and margin targets;
• collaborate closely with other Strategic Business Units and Global Business Lines operating in Poland.

Operational Oversight

• oversee project teams and ensure successful delivery across engagements;
• monitor account health and client satisfaction, resolving issues proactively;
• engage with industry leaders, and strategic alliances to co-develop innovative solutions.

Your profile

• minimum 7 years of experience in account management, business development, sales, or consulting within the Defence, Aerospace & Security as well as EU Agencies like Frontex or European Space Agency;
• proven track record of developing strategic accounts and delivering sustainable year-on-year revenue growth;
• strong understanding of the defence ecosystem, procurement processes, and industry landscape;
• strong capability to shape go-to-market strategies and identify new growth opportunities;
• proven experience managing complex sales cycles, strategic bids, and multi-stakeholder engagements;
• deep understanding of technology trends and their application to defence and security challenges;
• excellent communication, negotiation, and presentation skills;
• fluency in Polish and English is required.

What You'll love about working here

• Practical benefits: financial bonus related to target achievements, private medical care with Medicover with additional packages (e.g., dental, senior care, oncology) available on preferential terms, life insurance and access to NAIS benefit platform.
• Access to over 70 training tracks with certification opportunities (e.g., GenAI, Excel, Business Analysis, Project Management) on our NEXT platform. Build your development path through internal mobility, mentoring, professional communities, and close support from a People Manager.
• Enjoy hybrid working model that fits your life - after completing onboarding, connect work from a modern office with ergonomic work from home, thanks to home office package (including laptop, monitor, and chair).
• Power to build a sustainable, more inclusive future: Be the change and engage in our initiatives like IT Girls rEvolution Academy, CharITy Hackathon, Tree Planting or Grant Program.