Sr. Sales Representative - Utilities (West Coast)

Capgemini; Santa Clara (CA); Hybrid; USD 104,000 - 242,000; Full time

Benefits offered by this job

Paid time off

Medical, dental, and vision coverage

Retirement savings plans (401k)

Life and disability insurance

Employee assistance programs

Job summary

Capgemini is seeking a senior Sales Leader to drive new business in the Utilities sector, focusing on electric, gas, and water clients across targeted accounts. The role blends strategic account planning with hands-on deal execution in a hybrid San Francisco Bay Area setting.

You will build executive relationships, shape transformative proposals, and collaborate with delivery teams and alliances to close multi-million-dollar opportunities while navigating complex governance and compliance

Qualifications

• 15+ years of enterprise consulting or complex solutions sales.
• Extensive Utilities industry experience with operations, regulation, and trends.
• Track record of meeting or exceeding sales targets and managing multi-million-dollar deals.
• Strong business acumen with pricing models, MSAs, and long-term transformation programs.
• Excellent communication and ability to influence senior stakeholders.
• Ability to lead virtual teams across geographies.

Responsibilities

• Drive new business development within Utilities, targeting electric, gas, and water sectors.
• Develop and execute strategic account plans to identify transformation opportunities.
• Originate and qualify leads through networking, social media, events, and executive outreach.
• Lead end-to-end sales cycle from prospecting to contract negotiation.
• Collaborate with solution architects and partners to craft compelling value propositions.
• Ensure accurate forecasting and pipeline governance.

Skills

Enterprise sales leadership

Utilities sector experience

C-level relationship building

Multi-million-dollar deal closing

Forecasting & pipeline management

Pricing models & MSAs

Tools

AMI

ADMS

DERMS

Grid modernization

Smart Grid

Job description

At Capgemini Engineering, the world leader in engineering services, we bring together a global team of engineers, scientists, and architects to help the world’s mostinnovative companies unleash their potential. From autonomous cars to life-saving robots, our digital and software technology experts think outside the box as theyprovide unique R&D and engineering services across all industries. Join us for a career full of opportunities. Where you can make a difference. Where no two days arethe same.

Location

This is a hybrid role with primary locations in San Francisco, CA & Santa Clara, CA.

About The Job You're Considering

• You will join a global leader in consulting and technology services, driving innovation and transformation for utilities organizations across electric, gas, and water sectors.
• This role offers the opportunity to shape the future of energy transition, grid modernization, and customer experience through cutting-edge solutions and strategic partnerships.
• You will work in a dynamic, collaborative environment where your ideas and expertise directly impact client success and sustainability goals.
• The position is remote with flexibility, while engaging with top-tier clients and industry leaders nationwide.
• You will have access to Capgemini’s extensive resources, alliances, and thought leadership to deliver differentiated value to clients.
• Your success will be measured by your ability to build strong executive relationships, generate new business, and close complex, multi-million-dollar deals.
• This is a high-impact role with significant growth potential, competitive compensation, and performance-based incentives.

Your Role

• Drive new business development within the Utilities sector, focusing on electric, gas, and water companies across targeted accounts.
• Develop and execute strategic account plans to identify opportunities for transformation and innovation.
• Originate and qualify leads through networking, social media, events, and other channels, building relationships with C-level executives.
• Lead the end-to-end sales cycle, from prospecting and qualification to proposal development and contract negotiation.
• This is a hunter role, responsible for generating new business pipeline and driving deals end-to-end.
• Collaborate with solution architects, delivery teams, and alliance partners to craft compelling value propositions.
• Position Capgemini’s offerings in areas such as grid modernization, customer experience, advanced analytics, cloud, and cybersecurity.
• Ensure accurate forecasting, pipeline management, and compliance with sales governance processes.
• Provide strategic direction and drive business with clients to achieve revenue growth, profitability, and continuing customer satisfaction.

Your Skills And Experience

• Proven track record of success in enterprise consulting or complex solutions sales, with at least 15+ years of experience in business development roles.
• Extensive experience serving clients within the Utilities industry, including operations, regulatory environment, and emerging trends.
• Demonstrated ability to meet or exceed annual sales targets and manage multi-million-dollar deals.
• Strong commercial acumen with experience in pricing models, MSAs, and multi-year transformation programs.
• Exceptional communication and presentation skills, with the ability to influence senior stakeholders.
• Collaborative mindset and ability to lead virtual teams across multiple functions and geographies.
• Experience with AMI, ADMS, DERMS, Grid Modernization, and Smart Grid technologies is a plus.
• Ability to travel as required for client meetings and industry events.

The base compensation range for this role in the posted location is: $103,879 - $242,400/year

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.

When 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.