DXC Technology Global Strategic Sales Executive in Any city, Utah
Lead deal teams and represents the company to the customer for Outsourcing deals up to more than $500m 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.
Lead negotiations for large complex global deals.
Proactively manages all resource requirements throughout deal pursuit.
Helps in the transition of deal leadership to permanently assigned management to ensure seamless asset transfer, personnel transfer, technology and process adoption.
Is assigned to close one or more complex global accounts with approximate annual revenue $100M.
Orchestrates across all Business Units.
Has great deal of Business Units and outside Services credibility and knowledge needed to lead the other BU to project goals.
Industry knowledge guides the company services strategy.
Regularly contributes at the Director level.
Education and Experience Required:
Typically 15+ years in complex IT service business environment.
University or Bachelor's degree; advanced or MBA preferred.
Demonstrate broad knowledge of corporate policies, products, markets and processes, and an understanding of business management principles and practices.
Demonstrate mastery to state-of-the-art technical, functional or business knowledge.
Demonstrate managerial and planning skills.
Managed successfully at least 3-5 large regional or global managed services or M&A deals.
Knowledge and Skills Required:
Unique and comprehensive industry knowledge in multiple key industry IT domains both internal and external to the company.
Capable of working with client to develop their high-level IT strategy and roadmap.
Capable of entering into a dialogue about value exchange for pricing innovation where the company is not the low-cost provider.
Proactively creating small but significant consulting assignments that shapes RFP's before they are issued reducing risk for clients and increasing probability of success for the company.
In-depth knowledge about the customer's business, strategy and challenges.
Knows company's entire portfolio and how to integrate different solutions to create unique and innovative solutions for the customer.
Builds and maintains the C&I portfolio of business and tracks of value exchange.
Considered the industry thought leader that directs industry trends and sets industry standards.
Credible board level transformation advisor.
Familiarity with program & project management methodologies.
Leadership skills in directing pursuit and/or delivery teams with many indirect reports.
Highly developed consultative approach, solution selling and business development skills with an ability to consult with CEO's of global companies.
Highly developed business development, negotiation skills and ability to influence contract content.
Acts as an executives sponsor for more than one project.
Seasoned, entrepreneurial manager with demonstrated success in setting and executing growth strategies within a large corporation
Experience managing or leading a business with minimal direction
Able to foster cross-organizational collaboration and build strong relationships internally and externally
Highly experienced “complex deals maker and closure”
Expert in and out of the board
Proficient contract negotiator and expert level on outsourcing contracts
Experience structuring and successfully negotiating complex deals
Must be a strong “change agent” with the ability to lead and manage teams in a rapidly changing environment
Highly organized and effective time management skills
Excellent written/verbal communication and presentation skills
Results oriented Flexible and adaptable
Must be balanced strategically and operationally and understand HOW to lead people to do unbelievable things.
A known entity in the industry – known for big deal closing.
DXC Technology is EEO F/M/Protected Veteran/ Individual with Disabilities