Sr Manager Sales CES - Cross Industries

Job Description:

DXC Technology (NYSE: DXC) helps global companies run their mission-critical systems and operations while modernizing IT, optimizing data architectures, and ensuring security and scalability across public, private, and hybrid clouds. The world’s largest companies and public sector organizations trust DXC to deploy services across the Enterprise Technology Stack to drive new performance levels, competitiveness, and customer experience. Learn more about how we deliver excellence for our customers and colleagues at DXC.com.

Location: Ashburn, VA; however, you must be open to traveling up to 50% of the time for client meetings.

Cross Industry Solutions (CIS)—Travel, Transportation, Energy, Utilities, Telecom, High Tech, Media, and Entertainment industry verticals

Overview: DXC is looking for a Sales Professional to join our growing DXC Engineering team, which includes IT Consulting services, Data and Analytics, Applications, and Software Engineering. Sales professionals drive sales processes and outcomes within an industry, building a profitable pipeline and/or backlog through deal origination, negotiation, and closing.   

Responsibilities

• Business development, lead generation, and deal closures in the

  Cross Industry Solutions (CIS)—Travel, Transportation, Energy, Utilities, Telecom, High Tech, Media, and Entertainment industry verticals

  Lead complex selling efforts that identify, qualify, cultivate, and close new businesses.

• Create and help frame a differentiated value story, and develop strategic win themes for proposals.

• Create strategic and tactical plans to grow a book of businesses and assist in closing opportunities.

• Educate clients on DXC Consulting and Engineering capabilities within the financial and insurance industry and success stories to effectively communicate DXC’s value proposition to partners and customers.

• Interact with Senior Management levels at clients and within DXC

• Foster relationships, both with clients and internally with account teams

• Maintain accurate and timely customer, pipeline, and forecast data, working with Sales Operations

Quota & Scope

• Annual quota typically ranging from $10M–$25M+, depending on territory and account portfolio
• Ownership of enterprise-scale, multi-tower integration and modernization programs
• Responsibility for driving new revenue growth and expanding long-term integration footprints

Requirements

• Must have experience selling into one or more industries:

  Cross Industry Solutions (CIS)—Travel, Transportation, Energy, Utilities, Telecom, High Tech, Media, and Entertainment industry verticals

• Experience in Sales, Business Development, creating and winning opportunities in an individual contributor role   

• Experience selling  DXC Consulting and Engineering services - Enterprise Platform (ETP), SAP, Data & AI, Custom Apps, Consulting

• Experience working collaboratively with the Account teams to create strategic and tactical plans to uncover and close revenue opportunities within an industry.

• Proven track record in driving complex sales cycles and working on cross-functional teams

• Proven track record of consultative/relationship selling through increasing revenue from improving close ratios for new clients and expanding business with existing clients

• Extensive knowledge of the competitive landscape and sales process

• Ability to gain access and influence decision-makers at the highest levels in client organizations

• Ability to leverage and explore wider partnerships and their ecosystems to drive additional revenue and value creation by leveraging the marketplace through significant business relationships and network with CXO-levels

• Conversant in enterprise products, solutions, and technology strategies, with the ability to convert current knowledge and skills to our partner ecosystem

• Willingness to travel frequently, based on the work you do and the clients and industries/sectors you serve

Preferred Qualifications

• Bachelor's Degree

• Core management consulting skills include:

• Executive & Digital Leadership Workshop facilitation

• Client interviews/focus groups

• Run end-to-end digital sales cycles (origination -> solution -> close)

• Prior experience inside a complex matrixed organization model is a plus

• Experience working with & jointly going to market with strategic vendors 

• Design Client business cases

Other Qualifications

• Strong verbal and written communication skills to persuade others through presentations, demonstrations, and written communication.

• Effective communication skills include listening to clients and articulating back for problem-solving.

• Strong selling and negotiation skills

• Strong interpersonal and presentation skills for interacting with team members and prospective clients up to the Board level.

• Ability to work and lead in a team environment.

• Ability to create and maintain formal and informal networks.

• Ability to publicly represent the company with internal and external clients.

• Ability to use own judgment and initiative in problem resolution.

• Ability to present ideas, goals, problems, outcomes, and processes to a diverse audience.

• Ability to articulate and present the business value of Company solutions with a firm understanding of Company strategies and products related to the Company’s major competitors.

Work Environment

• Must be legally authorized to work in the United States without requiring sponsorship now or in the future.

Full-time hires are eligible to participate in the DXC benefit program.  DXC offers a comprehensive, flexible, and competitive benefits program which includes, but is not limited to, health, dental, and vision insurance coverage; employee wellness; life and disability insurance; a retirement savings plan, paid holidays, paid time off.

At DXC Technology, we believe strong connections and community are key to our success. Our work model prioritizes in-person collaboration while offering flexibility to support wellbeing, productivity, individual work styles, and life circumstances. We’re committed to fostering an inclusive environment where everyone can thrive.

If you are an applicant from the United States, Guam, or Puerto Rico

DXC Technology Company (DXC) is an Equal Opportunity employer. All qualified candidates will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, pregnancy, veteran status, genetic information, citizenship status, or any other basis prohibited by law. View postings below.

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