Job ref no.: CT3118290-01#8752

Sls Consult IV, EDS

DXC

Job Description:

Responsible for selling Outsourcing Services to customers in an assigned geographic territory or industry. Leads the outsourcing pursuit, by focusing on new business or up-selling within the account. Requires a solid understanding of the Product and Services portfolio and the Outsourcing Deal Pursuit process allowing them to evaluate the customer business case and develop a compelling sales message substantiating the services value proposition. Works with all levels of the account, and may manage a very large pursuit team. Works on deals that are typically very large and require complex consultative customer proposals, and tailoring strategy and solutions to meet the needs of the customer. These jobs focus on selling to customers, typically through work that occurs outside the company offices


Responsibilities:

  • Work closely with the pursuit team and account team to understand the scope of the Regional engagement and contract in order to provide the requisite analysis/information and recommendations to the pursuit and account team.
  • Once the deal is signed, work closely with the transition manager to ensure the right metrics are developed and implemented in each region affected.
  • Manage the end to end contracting process post signature including support to contract integration, change management, governance activities, up sells and renegotiations.
  • Leads deal teams and represents the company to the customer for outsourcing deals up to $50m TCV Responsible for assembling all required resources/skills to develop proposal, pursue and win international outsourcing deals (PDs more than ELs).
  • Coordinates all deal team efforts with sponsorship of OS Engagement Director.
  • Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.
  • 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.
  • 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.


Education and Experience Required:

  • Typically 5years directly related experience in Outsourcing and/or typically 8-12 years in complex IT service business.
  • University or Bachelor's degree preferable.
  • Demonstrate knowledge of corporate policies, processes, products, and markets.
  • Strong understanding of regional and WW finance or HR practices or negotiation and contracting practices and government regulations.
  • Experience in at least 2-3 regional managed Services or M&A deals.


Knowledge and Skills:

  • Medium to high level of vertical industry knowledge in one or more key industry IT domains.
  • Medium to high vertical solution expertise.
  • Medium to high customer knowledge.
  • IS/IT management knowledge.
  • Business/financial management knowledge.
  • Familiarity with project management methodologies.
  • Leadership skills in directing. Ability to consult assignments that shape 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 the 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.

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More job information
Job ref no. CT3118290-01#8752
Salary
  • N/A
Job Function
Industry
Employment Term
  • Permanent
  • Full-time
Experience
  • 8 years - 12 years
Career Level
  • Middle management level
Education
  • Degree