Offers “Dxc Technology”

Expires soon Dxc Technology

Principal Industry Sales

  • USA
  • Sales

Job description


·  Job Description:

Responsibilities:
Client/Account Relationship

Client Partner in the retail industry with coverage for the US Eastern region. Responsible for managing client relationships for existing accounts and acquiring new logos. Responsible for business development to build a portfolio up to $100M by driving revenues within the assigned geography. Own the entire opportunity cycle involving identifying business opportunities and selling concepts to the client. Conduct research as well as competitor analysis, client presentations, proposals and negotiations.
Responsible for Client delivery assurance and work collaboratively with the Delivery Managers in the business unit.
Work closely with the Solutions Leader to build customized solutions to drive new revenue streams from existing accounts and new logos.
Responsible for account governance and pricing decisions within the scope of Master Services Agreements.
Work collaboratively and provide input for building future alliances with relevant partners in the retail space.

Actively manage P&L, sales CRM and staffing in support of the business. Liaise with the customer as the primary representative of DXC. Provide contractual management and guidance for owned accounts.   

Identifies cost take out opportunities that fuel a customer's innovation agenda. Hands on leadership, leads high performing teams that focus on selling and executing digital and legacy services. Need to be an effective communicator with a track record of building and maintaining strong client and partner relationships. Should have proven ability to generate sales and revenue linking products and services

Business Management

·      Builds monitors and orchestrates sales pipeline activities to advance, invest in or divest of opportunities; focuses on generating new and break- through initiatives.

·      Nurtures and closes new company solutions opportunities that result in substantial incremental orders, revenue and margins to the company, representing the entire company portfolio of products and services.

·      Builds long-term growth opportunities (three years or more) using the Account Business Planning (ABP) process; actively manages the ABP through scheduled reviews and updates.

·      Gains business buy-in for the account business opportunities and has a solid understanding of the business case from the company internal stakeholders in the GBU's and the countries/regions.

·      Provides the business rationale and risk assessment for making company investments in the account.

·      Meets quarterly and annual sales goals, and coaches company resources to meet and exceed targets

Account Team Management

·      Orchestrates the resources and sponsorship essential for executing business effectively on a global scale. Engages company sales specialists, channel and alliance partners to fully leverage the portfolio of company solutions; optimizes deployment of specialists and partners, instills a sense of opportunity ownership to drive deal closure, and maintains ongoing dialogue with pursuit leads to maximize client value.

·      Coaches account team members to optimize performance and to enable broader and deeper client engagement.

·      Coordinates all company activities in the account, e.g. sales activity, marketing programs, executive forums, delivery of on-going engagements and RAP surveys; develops a communication plan and employs effective processes for keeping direct and virtual team members updated.

·      Coordinates multiple WW BU delivery organizations to support client engagement and service in the account.

·      Actively engages the Executive Sponsor and selectively leverages other senior company executives to build strategic relationship which favorably position long-term business opportunities for the company and are complimentary to overall account activities.

·      Drives integrated planning and coordinated sales execution effectively.

People Management

·      Identifies and grows key performers and develops a succession plan.

·      Assesses and manages employee performance to ensure individual and group excellence; manages performance and results of high and low performers

·      Motivates and supports sales teams in selling; counsels and supports individuals through selling challenges; demonstrates a high level of motivation and entrepreneurial ability in supporting the pursuit and closing of deals.

·      Nurtures and advances the talent required to maintain the company's sales force excellence within area of control; sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force.

Education and Experience Required:

·      Bachelor's Degree, MBA desired.

·      8-10 years account management experience.

·      Experience in IT industry and in vertical industry preferred.

·      P&L and risk management skills and experience required.

Knowledge and Skills:
Account/Business Development

·      Uses consultative, solution selling and business development skills to align the client's business needs with the company's solutions.

·      Highly developed business development and negotiation skills.

·      Focuses on client's key business challenges and drivers to position himself/herself as a trusted advisor.

·      Advocates for client needs in negotiating solution sales and troubleshooting solution delivery issues.

·      Establishes the overall account sales strategy and drives execution through rigorous reviews and disciplined application of sales tools (Siebel, TAS,).

·      Ensures submital of timely and accurate forecasts and continually coaches team to do same.

·      Actively seeks breakthrough and new opportunities by shaping demand, leading client discussions, and offering insightful approaches to solving client business challenges.

Account/Team Leadership

·      Effectively leads the account team to ensure coordinated, efficient, account management, and accountability for achieving business results.

·      Strong employee management and team leadership skills.

·      In-depth knowledge of client's business, organizational structure, business processes and financial structure.

·      Develops a comprehensive business-case approach in crafting client proposals and in Company internal requests for resource and/or investments.

·      Attracts, leads, and retains global resources.

·      Expertise in managing end-to-end sales processes involving complex, multi-country, multi-business unit deals.

Industry Acumen

·      Keeps abreast of industry trends as relates to opportunities to create added value for the client.

·      Knowledge of industry and client's security, risk and compliance issues.

·      Demonstrates strong presentation and communication skills.

·      High-level of vertical industry knowledge and account expertise.

·      Apply IT best practices specific to the client's industry.

Portfolio Knowledge

·      Knows the company's broad portfolio and how to integrate different solutions, or engages the appropriate resources, to create unique and innovative solutions for the customer.

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