Offers “Dxc Technology”

Expires soon Dxc Technology

Principal Industry Sales

  • Internship
  • USA

Job description


·  Job Description:

Job Summary:

·  Lead functionally specific digital transformation pursuits leveraging Aerospace, Defense, Manufacturing & 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.
·  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.

Impact/Scope:

·  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 Aerospace, Defense, Manufacturing & 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:

·  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; 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.

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