Offers “Dxc Technology”

Expires soon Dxc Technology

Principal Account Sales

  • Internship
  • Cincinnati (Brown)

Job description


·  Job Description:

Job Summary:

o   Lead functionally specific digital transformation pursuits leveraging Consumer and Retail 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 Consumer and Retail 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.