Principal Industry Sales (51006755)

Job description

·  Job Description:

Client Executive, State & Local Healthcare/Medicaid

Job Summary:

·  Identify, pursue and win State Healthcare/Medicaid complex deals up to $100M TCV and above.
·  Lead digital transformation pursuits leveraging State & Local industry IP and DXC horizontal services (cloud, workplace, security, analytics).
·  Lead pursuit teams for complex sales efforts with resources which include a bid manager, proposal manager, financial consultant, solution architect, legal resources, etc.
·  Lead pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.
·  Lead the end to end contracting process including support activities, up sells and negotiations.
·  Develop deal timeline and ensure that pursuit team meets deal milestones and deadlines.
·  Work with delivery to assure that solution design can be properly delivered.

 Knowledge and Skills Required:

·  Unique and comprehensive industry knowledge in State Government Healthcare/ Medicaid or Payer and State and Local
·  Know how to integrate different solutions to create unique and innovative solutions for the customer.
·  In-depth customer knowledge – policy, politics, strategies and challenges.
·  Business/financial management expertise.
·  Acts as a strategic partner, trusted advisor.
·  Familiarity with project management methodologies.
·  Ability to leverage and work with Industry Partners or Third Party Alliances where applicable.
·  Leadership skills in directing pursuit and/or delivery teams.
·  Highly developed consultative approach, solution selling and business development skills.
·  Business and customer-oriented team player with ability to form alliances across boundaries.
·  Able to negotiate deals where the company is not the low-cost provider.
·  Strong influencing and communication skills at a Secretary/Director/CIO level. Must be fluent in English.
·  Required personal characteristics: high integrity, intelligence, critical thinking, maturity, high energy, strong work ethic, ability to energize others, demonstrated ability to consistently execute, passion to succeed.

  

Education and Experience Required:

·  Typically 5+ years directly related experience in Outsourcing and/typically 12+ years in complex IT service business environment.
·  New logo (hunter) sales and closer experience – must be able to demonstrate sales success.
·  University or bachelor’s degree preferred