Advisor Account Sales
DXC Technology
London, London , United Kingdom
6d ago

Job Description :

DXC Technology (NYSE : DXC) is the world’s leading independent, end-to-end IT services company, helping clients harness the power of innovation to thrive on change.

Created by the merger of CSC and the Enterprise Services business of Hewlett Packard Enterprise, DXC Technology serves nearly 6,000 private and public sector clients across 70 countries.

The company’s extensive partner alliance and independent status allows us to build strong vendor relationships.

Job Summary :

  • Responsible for New Logo (Hunter) and Growth (Expand) sales in a defined territory of set Accounts, the TSE works closely with the Account General Manager to build and execute the Account Strategic Sales Plan
  • Demonstrable experience in building multi-level client relationships from C-suite to delivery
  • Responsible for drawing upon the full capabilities of DXC to build business multi-offering propositions to fulfil client business requirements
  • Engages, leads and co-ordinates the engagement of single service line Sales Specialists within client base to maximise sales coverage and engagement, in execution of the Account Strategic Sales Plan
  • Requires demonstrable understanding of leading and closing complex, multi-service-line deals spanning Application Services, BPS and Digital Technology Platforms, including Digital and Business Process
  • Transformations

  • Ability to build strong internal senior management network to help build client facing propositions and to support complex multi-service-line pursuits
  • Lead sales deal teams and represent DXC to Insurance customers for Multi-Service-Line deals up to $100M TCV, and work closely with Strategic Deals Executive for $100m+ deals by leveraging relationships and client network to help coach, guide and shape the deal
  • Responsible for assembling all required sales resources / skills to develop proposal, pursue and win new business
  • Leads sales relationship strategy and engagement
  • Assists in opportunity qualification and risk assessment
  • Develops deal timeline and ensures that pursuit team meets deal milestones and deadline
  • Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analysing critical business drivers and risks
  • Lead negotiations for multi-service-line deals
  • Proactively manages all resource requirements throughout deal pursuit
  • Provides stability and continuity during transition from sale to delivery, to aid in smooth operational transition whilst establishing a platform to grow business
  • Qualifications

    Education and Experience Required :

  • Essential Strong and demonstrable network of Life and Pensions contacts at CxO and Executive Management level to enable new starters to quickly develop a pipeline of new business as well as leverage existing relationships
  • 10+ years in complex multi-service-line business environment, encompassing Application Services, BPS and Digital Technology Platforms, with a focus on Digital and Business Process Transformations
  • University or Bachelor's degree; advanced or MBA preferred
  • Strong current Life & Pensions insurance sales background in outsourcing very knowledgeable in the latest trends
  • Essential Proven ability in both New logo (hunter) sales and Relationship Development (Farmer) experience must be able to demonstrate sales success in multi-service-line outsourcing
  • Demonstrate ability to plan, manage and execute the strategic close plan
  • Demonstrate broad knowledge of corporate policies, products, markets and processes, and an understanding of business management principles and practices
  • Demonstrate managerial and planning skills in building and executing multi-account sales engagement plans
  • Knowledge and Skills Required :

  • Essential Requires strong understanding of Life & Pension industry in the UK and Globally, including an understanding of the challenges the industry faces and the trends and opportunities in overcoming those challenges
  • Comprehensive and successful Account Sales Planning and Execution experience
  • Capable of working with clients to develop their high-level IT strategy and roadmap in line with business requirements
  • Proactively creating small but significant consulting assignments that shapes RFI’s / RFP's before they are issued, reducing risk for clients and increasing probability of success for DXC
  • In-depth knowledge about the customer's business, strategy and challenges.
  • Can quickly develop knowledge of DXC 's entire portfolio and how to integrate different solutions at a high-level to create unique and innovative solutions for the customer
  • Considered the industry thought leader that directs industry trends and sets industry standards
  • Credible board level transformation advisor
  • 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
  • Apply
    My Email
    By clicking on "Continue", I give neuvoo consent to process my data and to send me email alerts, as detailed in neuvoo's Privacy Policy . I may withdraw my consent or unsubscribe at any time.
    Continue
    Application form