Sr Manager Sales Professional - CIS

Overview

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

This is a virtual position; however, you must be open to traveling up to 50% of the time for client meetings.

Travel, Transportation, Energy, Utilities, Telecom, High Tech, Media, and Entertainment industry verticals.

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.

• Lead complex selling efforts that identify, qualify, cultivate, and close new businesses within the CIS industry verticals.
• 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 business 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 with clients and account teams.
• Maintain accurate and timely customer, pipeline, and forecast data, working with Sales Operations.

• 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.

• Must have experience selling into one or more industries:
  Cross Industry Solutions (CIS)—Travel, Transportation, Energy, Utilities, Telecom, High Tech, Media, and Entertainment.
• 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 with 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 to increase close ratios and expand business with new and existing clients.
• Extensive knowledge of the competitive landscape and sales process; ability to influence decision-makers at high levels.
• Ability to leverage partnerships and ecosystems to drive revenue and value creation by engaging CXO-levels.
• Conversant in enterprise products, solutions, and technology strategies, with the ability to relate to the partner ecosystem.
• Willingness to travel frequently based on work and client needs.

• Bachelor's Degree.
• Core management consulting skills: executive & digital leadership workshop facilitation, client interviews/focus groups, running end-to-end digital sales cycles (origination -> solution -> close).
• Experience in a complex matrixed organization; experience working with strategic vendors.
• Ability to design client business cases and go to market with strategic vendors.

• Strong verbal and written communication skills to persuade others through presentations and demonstrations.
• Effective listening and problem-solving communication with clients.
• Strong selling and negotiation skills; ability to interact with team members and prospective clients up to the Board level.
• Ability to work and…