Offers “Dxc Technology”

Expires soon Dxc Technology

Principal Account Sales

  • Internship
  • Princeton (Mercer)

Job description


·  Job Description:

Job Description

Job Summary:
o    Lead functionally specific digital transformation pursuits leveraging Technology industry IP and DXC horizontal services (cloud, workplace, security, analytics)
o    Works closely with the pursuit team and account team to understand the scope of the global engagement and contract in order to provide requisite analysis/information and recommendations to the pursuit and account teams.
o    Once the deal is signed, work closely with the transition manager to ensure the metrics are right; financial metrics, tax and accounting processes are developed and implemented globally.
o    Lead the end to end contracting process post signature including support to contract integration, change management, governance activities, up sells and renegotiations.
o    Responsible for assembling all required resources/skills to develop proposal, pursue and win large international Outsourcing deals (PDs more than ELs).
o    Coordinates all deal team efforts with sponsorship of OS Engagement Director.
o    Assists in opportunity qualification and risk assessment.
o    Responsible for validating/endorsing the technical solution for the deal. Works with delivery to assure that solution design can be properly delivered.
o    Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.
o    Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.
Impact/Scope:
o    Assess and quantify risk for major, high-stakes projects and programs.
o    Make decisions on program staffing resource planning.
o    Frequently represents the organization to other businesses within the company and to external customers/clients.
o    Acts as subject matter expert providing direction and guidance to process improvements and establishing policies.
o    Frequently contributes to the development of new ideas and methods.
 Knowledge and Skills Required:
o    High level of vertical industry knowledge in multiple key industry IT domains.
o    Unique and comprehensive Technology  industry knowledge.
o    Able to negotiate deals where the company is not the low-cost provider.
o    Knows DXC’s portfolio and how to integrate different solutions to create unique and innovative solutions for the customer.
o    Considered the industry thought leader that directs industry trends and sets industry standards.
o    Proactively creates small but significant consulting assignments that shape RFPs before they are issued, reducing risk for clients and increasing probability of success for DXC.
o    In-depth customer knowledge – business, strategies and challenges.
o    IS/IT management expertise.
o    Business/financial management expertise.
o    Acts as a Strategic Partner, Trusted Advisor.
o    Familiarity with project management methodologies.
o    Ability to leverage and work with Industry Partners or Third Party Alliances where applicable.
o    Leadership skills in directing pursuit and/or delivery teams.
o    Highly developed consultative approach, solution selling and business development skills.
o    Can act as an executive sponsor for a project.
o    In depth understanding and knowledge of Management of Change issues.
o    Business and customer oriented team player with ability to form alliances across global boundaries.
o    Proven program management skills and able to demonstrate leadership capabilities.
o    Strong influencing and communication skills at a CIO level. Must be fluent in English.
o    Ability to cope with very high peak workloads, extensive travel and periods away from home, short deadlines and significant pressure.

Education and Experience Required:
o    Typically 5+ years directly related experience in Outsourcing and/typically 12+ years in complex IT service business environment.
o    New logo (hunter) sales and closer experience – must be able to demonstrate sales success.
o    University or Bachelor's degree; advanced University degree preferable.
o    Demonstrate business, technical, or functional knowledge at the mastery level, as well as administration or operations knowledge.
o    Functional knowledge of traditional DXC types of offerings (desktop, client/server, data center, Internet, etc.).
o    Strong understanding of global Finance or HR negotiation and contracting issues and regulations.