Lead Pre-Sales Solutioner - Sales Engineer (FS)

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Location

This is a hybrid role based primarily in New York, NY, USA, with travel required up to 30–40%.

About The Job You're Considering

Capgemini is seeking a Cloud Infrastructure Services (CIS) Sales Engineer to join our team, which is a high-impact, solution-selling and deal-capture organization focused on accelerating growth across the CIS portfolio.

This is not a pure pre-sales support role. This is a senior, client-facing technical sales role at the intersection of solution architecture, commercial strategy, pursuit leadership, and deal capture . The CIS Sales Engineer partners with Capgemini’s Business Unit (BU) sellers, Client Partners, Group Client Partners, and account teams to shape and win Data Center Transformation/Infrastructure Services, Cloud, Cybersecurity, Workplace Services, Enterprise Service Management, and SAP/COTA App Hosting opportunities. The role is activated once opportunities are identified by BU teams (Sellers/Client Partners). This role is expected to brings deep CIS technical and deal-making expertise into pursuits to control solution quality, competitiveness, and win rate.

The ideal candidate combines the strengths of an Enterprise Architect and a Technical CIS Sales Specialist : highly credible technically, strong across all CIS service lines (noted above), commercially sharp, consultative with clients, and effective in moving deals from identified opportunities to closure. This role is expected to translate client business priorities, functional and non-functional requirements into differentiated, scalable, commercially sound solutions, and help Capgemini Americas win profitable deals to generate sustainable growth.

Your Role

1) Lead solution-selling and deal shaping for qualified CIS pursuits

• Own the technical sales strategy for CIS opportunities from advanced qualification through proposal, negotiation support, and close.
• Shape competitive, differentiated solutions that align to client business outcomes, transformation priorities, and commercial constraints.
• Act as a primary CIS solutioning lead in pursuits, helping convert sourced opportunities into winnable, executable deals in front of clients.
• Support deal capture planning , win themes, solution strategy, and value articulation across the pursuit lifecycle.

2) Architect single and multi-tower CIS solutions across the full portfolio

• Design end-to-end solutions spanning across one or more CIS service lines: Data Center Transformation/Infrastructure Services, Cloud, Cybersecurity, Workplace Services, Enterprise Service Management, and SAP/COTA App Hosting.
• Ensure solutions are technically credible, feasible to deliver, scalable, operationally sound, and financially responsible while meeting clients’ business case/ROI needs.
• Work across towers and SMEs to integrate service lines into one coherent client proposition.

3) Engage clients as a trusted technical-commercial advisor

• Meet with CIOs, CTOs, CISOs, VPs of infrastructure, operations, and transformation stakeholders to understand business drivers, pain points, constraints, and desired outcomes.
• Translate technical architectures into business value, executive narratives, and clear solution options for both technical and non-technical stakeholders.
• Lead workshops, whiteboarding sessions, solution reviews, and technical presentations that build confidence and move the deal forward.

4) Bring strong commercial acumen to every solution

• Contribute to solution economics, pricing inputs, effort assumptions, commercial risk identification, and margin-aware design decisions.
• Balance competitiveness, value creation, delivery integrity, and contribution margin in proposed solutions.
• Help improve close rates by ensuring solutions are not just technically strong, but commercially viable and easy for clients to buy.

What You’ll Do

5) Partner seamlessly across sales, delivery, alliance and portfolio teams

• Work closely with BU Sales Professionals, Client Partners, Group Client Partners, various generalist sales teams, delivery leaders, architects, portfolio leaders, alliance partners, and subject matter experts to advance deals.
• Bring CIS portfolio expertise into opportunities originated elsewhere in the field, without duplicating origination ownership.
• Ensure alignment between what is sold, what is proposed, and what can be delivered successfully.

6) Evangelize CIS capabilities in the market

• Act as a visible evangelist for the CIS portfolio in client discussions, internal account planning, strategic pursuits, client workshops, and industry-facing sessions
• Bring thought leadership, market insight, and technical credibility that positions Capgemini as a strategic transformation partner.
• Reuse and improve solution assets, patterns, collateral, and best practices to increase quality and speed across the team.

7) Drive pursuit rigor, governance, and pipeline discipline

• Support qualification, technical validation, solution review, proposal quality, documentation, and forecast discipline.
• Help support strong CRM / pipeline hygiene and provide accurate inputs to deal reviews and forecasting processes.
• Use data, judgment, and structured governance to improve win probability, reduce solution risk, and accelerate cycle time.

What Makes This Role Different

This role is designed for a solution architect with a sales bend — or a sales engineer with deep CIS architecture breadth .

Successful candidates are:

• Highly technical across cloud and infrastructure domains, with the ability to operate credibly in architecture-level discussions.
• Commercially astute , able to shape solutions that win and deliver profitable growth. The source JDs already require solution selling, profitability awareness, pricing inputs, and deal shaping.
• Consultative and client-facing , with executive presence and the ability to translate complexity into business value.
• Broad CIS portfolio experts , not narrow technical specialists. The existing JDs call for knowledge across cloud, cyber, ESM, digital workplace, SIAM, and managed services.
• Deal-oriented , energized by capture, competitive positioning, and closing complex transformation opportunities.

Your Skills & Experience

Required Qualifications

• 8+ years of experience in sales engineering, technical pre-sales, technical solutions manager, enterprise solution architecture, or solution-selling in cloud, infrastructure, outsourcing, project-based and managed services environments.
• Demonstrated success participating in or leading complex single, and/or multi-tower CIS pursuits from qualification through closure.
• Strong knowledge of:
• Hyperscalers
• Hybrid and multi-cloud strategies
• Infrastructure transformation and modernization
• Managed services / infra outsourcing operating models
• Use of AI in infrastructure/workplace services operations
• Cybersecurity, enterprise service management, workplace services, and service integration concepts
• Ability to engage credibly in architecture-level and operational discussions with client stakeholders and internal delivery teams.
• Strong communication, presentation, facilitation, and stakeholder management skills.
• Comfort working in a matrixed, global organization across multiple sales, delivery, and portfolio stakeholders.

Preferred Qualifications

• Experience in delivery or transition of cloud, infrastructure, workplace, cyber, and managed services solutions.
• Experience supporting large outsourcing, transformation, or multi-service-line deals .
• Familiarity with Capgemini-style integrated solutioning across Cloud Engineering, Adaptive Cloud Operations, Cybersecurity, ESM / SIAM / service integration, ESM, Digital Workplace Services, and SAP/App hosting.
• Experience with proposal leadership, executive presentations, risk assessment, pricing support, and solution governance.
• Hyperscaler or relevant industry certifications are a plus.

Success Measures

This role will be evaluated on:

• Contribution to deal wins, win rate, and conversion of qualified opportunities .
• Quality, competitiveness, and executability of proposed solutions.
• Ability to improve technical qualification, solution differentiation, and pursuit momentum.
• Effectiveness in bringing CIS portfolio expertise into field-originated deals.
• Collaboration quality across sales, solutioning, delivery, and partner ecosystems.
• Discipline in forecasting, deal governance, and support of CRM hygiene.

The base compensation range for this role in the posted location is: $94,248 - $215,050.

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.

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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.