DXC Technology Client Sales Executive, Automotive in Tysons, Virginia
Lead functionally specific digital transformation pursuits leveraging Automotive industry IP and DXC horizontal services (cloud, workplace, security, analytics)
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.
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.
Lead the end to end contracting process post signature including support to contract integration, change management, governance activities, up sells and renegotiations.
Lead deal teams and represents the company to the customer for Outsourcing deals up to $100m TCV.
Responsible for assembling all required resources/skills to develop proposal, pursue and win large international Outsourcing deals (PDs more than ELs).
Coordinates all deal team efforts with sponsorship of OS Engagement Director.
Assists in opportunity qualification and risk assessment.
Responsible for validating/endorsing the technical solution for the deal. Works with delivery to assure that solution design can be properly delivered.
Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.
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.
Assess and quantify risk for major, high-stakes projects and programs.
Make decisions on program staffing resource planning.
Frequently represents the organization to other businesses within the company and to external customers/clients.
Acts as subject matter expert providing direction and guidance to process improvements and establishing policies.
Frequently contributes to the development of new ideas and methods.
Knowledge and Skills Required:
High level of vertical industry knowledge in multiple key industry IT domains.
Unique and comprehensive Automotive industry knowledge.
Able to negotiate deals where the company is not the low-cost provider.
Knows DXC’s portfolio and how to integrate different solutions to create unique and innovative solutions for the customer.
Considered the industry thought leader that directs industry trends and sets industry standards.
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.
In-depth customer knowledge – business, strategies and challenges.
IS/IT management expertise.
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.
Can act as an executive sponsor for a project.
In depth understanding and knowledge of Management of Change issues.
Business and customer oriented team player with ability to form alliances across global boundaries.
Proven program management skills and able to demonstrate leadership capabilities.
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:
- 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; advanced University degree preferable.
Demonstrate business, technical, or functional knowledge at the mastery level, as well as administration or operations knowledge.
Functional knowledge of traditional DXC types of offerings (desktop, client/server, data center, Internet, etc.).
Strong understanding of global Finance or HR negotiation and contracting issues and regulations.
DXC Technology is EEO F/M/Protected Veteran/ Individual with Disabilities
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