Principal Industry Sales (51006755)
USA
Job description
· Job Description:
Client Executive, State & Local Healthcare/Medicaid
Job Summary:
· Identify, pursue and win State Healthcare/Medicaid complex deals up to $100M TCV and above.
· Lead digital transformation pursuits leveraging State & Local industry IP and DXC horizontal services (cloud, workplace, security, analytics).
· Lead pursuit teams for complex sales efforts with resources which include a bid manager, proposal manager, financial consultant, solution architect, legal resources, etc.
· Lead 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 the end to end contracting process including support activities, up sells and negotiations.
· Develop deal timeline and ensure that pursuit team meets deal milestones and deadlines.
· Work with delivery to assure that solution design can be properly delivered.
Knowledge and Skills Required:
· Unique and comprehensive industry knowledge in State Government Healthcare/ Medicaid or Payer and State and Local
· Know how to integrate different solutions to create unique and innovative solutions for the customer.
· In-depth customer knowledge – policy, politics, strategies and challenges.
· 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.
· Business and customer-oriented team player with ability to form alliances across boundaries.
· Able to negotiate deals where the company is not the low-cost provider.
· Strong influencing and communication skills at a Secretary/Director/CIO level. Must be fluent in English.
· Required personal characteristics: high integrity, intelligence, critical thinking, maturity, high energy, strong work ethic, ability to energize others, demonstrated ability to consistently execute, passion to succeed.
Education and Experience Required:
· Typically 5+ 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 preferred