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DXC Technology Senior Principal Account Sales in Any City, Michigan

Job Description:

Summary

Leads the planning and execution process of selling, qualifying, and closing the largest and/or most difficult opportunities. Acts as a subject matter expert on both the company's and competitor's outsourcing offerings and services. Mentors less experienced personnel in sales generation.

Essential Job Functions

  • Leads multiple sales cycles from start to finish for delivery of customized business solutions to the largest or most difficult clients. Meets or exceeds annual new business revenue target for an assigned outsourcing offering within a defined sales territory. Carries a large quota aligned to the scope of territory, offerings, and/or services.

  • Works closely with the client relationship and account management to develop an account development plan for accounts within software efficiency, BPO and Mobility solutions, or full life cycle application management.

  • Works across a large territory to create a market for defined software offerings and services, and to qualify and develop opportunities within those markets.

  • Provides pre-sales support to client relationship personnel to drive outsourcing pipeline of qualified leads across a large sales territory. Engages with the same to qualify leads into opportunities. Executes the standard sale process through to closure.

  • Addresses the most complex client business problems by applying outsourcing offerings. Develops a compelling value proposition for our solution based on a solid business case and its overall impact on the client's agenda as well as company goals.

  • Develops strategic business relationships with key decision makers including executive management. Builds relationships while positioning company for future outsourcing prospects.

  • Provides leadership and work guidance to less experienced personnel.

Basic Qualifications

  • Bachelor's degree or equivalent combination of education and experience

  • Bachelor's degree in business administration or related field preferred

  • Fifteen or more years of business development or sales experience

  • Experience working with the technology industry, specifically outsourcing services and capabilities

  • Experience working with technology products, services, competencies, solutions, and offerings

  • Experience working with a standard sales methodology and supporting tools and applications

  • Experience working with finance and accounting

Other Qualifications

  • Strong interpersonal and presentation skills for interacting with team members and prospective clients up to the Board level

  • Strong selling and negotiation skills

  • Strong communication skills

  • Strong leadership skills to guide and mentor the work of less experienced personnel

  • Strong ability to lead and work in a team environment

  • Strong ability to create and maintain formal and informal networks

  • Ability to work in a team environment

  • Willingness to travel

Work Environment

  • Office environment

DXC Technology is EEO F/M/Protected Veteran/ Individual with Disabilities

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