Principal Industry Sales

Job description

·  Job Description:

At DXC, the Client Partnermanages relationships with one or more large accounts.  Key responsibilities include:

·  Sets the vision and direction for expansion and account profitability utilizing entire suite of company solutions.
·  Promotes customer intimacy by building a culture open to change, innovation, and growth within company.
·  Combines and leverages best practices, industry trends, and experience to achieve the best client and company solutions. Develops strategy for deeper penetration of existing account or accounts.
·  Utilizes and leverages best practices developed during customer engagements on subsequent engagements, leveraging success for winning new customers in a respective industry.
·  Participates in the development and execution of long-term integrated client account plans and opportunities; directs resulting business development efforts.

Essential Job Functions

·  Supports overall responsibility for Client Relationship at the company's executive level. Plans, directs and manages sales and market activities to continually reflect customer trends, market fluctuations, and changes in business practices/technology.
·  Impacts customer business strategy and sells solutions across the company solution portfolio. Establishes and articulates innovations and growth opportunities for customers and the company. Ensures client satisfaction and broadening of offerings with potential new customers.
·  Leads the strategic direction of the account by establishing and articulating account growth and client satisfaction goals in relation to client expectations. Manages customer relationships. Serves as an advisor to develop vision, innovation, and industry expertise. Establishes relationships proactively and grows customer intimacy. Communicates with cross-functional groups and builds strategic relationships with client teams.
·  Provides significant industry expertise and client business acumen. Sells higher level services to the customer, enabling competitive advantage for them in the marketplace. Provides thought leadership and capitalizes on cumulative industry, product, and company-specific experiences. Captures best practices and advises and facilitates the management and movement of information.
·  Focuses on account expansion and revenue generation. Involves sales support for penetration of specific deals. Advises on and executes business development strategies. May advise on proposal activities as assigned.

Activities required:

·  Proactively builds relationships and understand business goals of assigned clients
·  Initiates a high volume of client facing meetings
·  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
·  Collaborates with the solution and delivery groups to assure that client’s interests are incorporated into the solution and an effective value proposition is created
·  Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines

Knowledge and Skills Required:

·  In-depth experience in the Insurance Industry, specific industry relationships, and customer knowledge
·  Understanding of Digital Transformation in the Insurance industry 
·  Able to negotiate deals where DXC is not the low-cost provider
·  Business/financial management expertise
·  Acts as a strategic partner, trusted advisor
·  Familiarity with project management methodologies
·  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 global boundaries
·  Strong influencing and communication skills at a CIO level; must be fluent in English
·  Ability to cope with very high peak workloads, extensive travel and periods away from home, short deadlines and significant pressure

Education and Experience Required:

·  University or bachelor’s degree; advanced, or MBA preferred.
·  Ten or more years of complex Sales experience in the Information Technology arena to the Insurance Industry
·  Ten or more years of experience in multi-million dollar, quota carrying “Sales” roles
·  Typically, 5+ years directly related experience in Outsourcing and Advisory services sales – within Insurance industry

Basic Qualifications

·  Bachelor's degree or equivalent combination of education and experience
·  Bachelor's degree in related field preferred
·  Twelve or more years of industry or client relationship experience
·  Proven sales and/or client relationship management experience preferred
·  Experience working with past and present company business environment
·  Experience working with concepts, practices, and procedures in areas of responsibility
·  Experience working with management implications of varies forms of financial data

Other Qualifications

·  Strong communication skills needed to interface with high-level customer representatives
·  Strong strategic management and planning skills
·  Ability to publicly represent company with internal and external clients
·  Ability to use own judgment and initiative in problem resolution
·  Ability to understand and identify with client business and its corresponding business conditions
·  Ability to translate understanding of client business and needs into company service offerings to improve client's business