Requires a strong understanding of DXC's products, services, and deal pursuit process, enabling effective evaluation of customer business needs and development of compelling sales messages that articulate DXC's value proposition. Works across all levels of customer organizations and collaborates closely with internal stakeholders to shape and execute successful deal strategies.
The role manages medium to large deal pursuits, some of which may be complex and consultative in nature, requiring tailored solutions and customer‑specific proposals. This is a customer‑facing role, with most activities conducted outside of DXC offices.
Responsibilities :
- Lead deal teams and represent DXC in customer engagements throughout the sales cycle.
- Drive opportunity identification, qualification, and pursuit for commercial and enterprise accounts.
- Assemble and coordinate all required resources and skills to develop proposals and win local and international deals.
- Coordinate deal team activities and ensure alignment across sales, solutioning, delivery, and support functions.
- Support opportunity qualification and contribute to risk assessment and deal structuring.
- Validate and endorse proposed solutions, working closely with delivery teams to ensure feasibility and successful execution.
- Develop deal plans and timelines, ensuring pursuit milestones and deadlines are met.
- Lead the development of strong value propositions by analyzing customer business drivers, challenges, and risks.
- Support and participate in commercial negotiations for complex deals.
- Proactively manage resources and requirements throughout the deal pursuit lifecycle.
- Support a smooth transition of deals to delivery and account teams, ensuring effective handover of assets, knowledge, and responsibilities.
Education and Experience :
- Typically, 10–15 years of experience in enterprise or IT services sales within a complex business environment.
- Bachelor's degree required, MBA or advanced degree preferred.
- Strong understanding of corporate policies, products, markets, and sales processes.
- Demonstrated expertise in IT services, technology solutions, or business transformation.
- Proven planning, coordination, and stakeholder management skills.
- Track record of successfully managing and closing large managed services, application, or analytics deals.
Knowledge and Skills :
- Strong industry knowledge across key IT domains relevant to commercial and enterprise customers.
- Ability to engage customers in discussions around IT strategy, transformation, and roadmaps.
- Capable of positioning value‑based solutions, including in scenarios where DXC is not the lowest‑cost provider.
- Proven ability to build and maintain strong relationships with customers and partners.
- Effective communicator with the ability to influence across internal teams and customer stakeholders.
