Job Description:
This is a local remote position – candidates in any location within Mexico will be considered
At DXC we use the power of technology to deliver mission-critical IT services that our customers need to modernize operations and drive innovation across their entire IT estate. We provide services across the Enterprise Technology Stack for business process outsourcing, analytics and engineering, applications, security, cloud, IT outsourcing, and modern workplace.
People in Corporate Functions make DXC a well-run and high-functioning organization. Each team contributes to DXC's success, and everyone delivers world-class service and has opportunities to grow and learn.
About this role:
The DXC Applications Sales Professional is an intelligent, consultative seller that can partner with clients to understand key value outcomes that our clients are looking to accomplish. He/She regularly anchors DXC value propositions and sales strategies on strategic solutions that can deliver those client outcomes (ie. the Business and IT transformation objectives). The successful Sales Professional has strong consultative selling, interpersonal, analytical, and problem-solving skills and can present and position our capabilities with poise and polish. DXC Applications is our most significant portfolio in Latin America, with depth and breadth of capabilities that span multiple vendors, partners, and our own IP and Solutions to help clients solve their most complex technology and business problems.
As a consultative seller, the successful candidate will also collaborate directly with DXC Regional, Industry, and Account Leaders to anchor and position hypotheses and DXC solutions to our clients that can be disruptive and adjacent to a client’s current line of thinking. The successful candidate will lead sales efforts and pursuits that can include our entire portfolio of Application Services, including solutions from our Enterprise Application & SaaS technology portfolio. Working side by side with account and industry teams, the successful candidate will lead our most complex Applications portfolio sales pursuits to ensure growth targets are met. They are client relationship experts with a broad network within and outside of DXC to identify opportunities and grow new relationships within the C-Suite of our enterprise and platinum accounts.
What You’ll Do:
- Develops a sales pipeline to increase DXC’s market share in the offering area (https://dxc.com/us/en/services/applications).
- Collaborate and build strong relationships with DXC Account Teams like Account Executives and Technical Solutions Consultants, and DXC’s Partner Sales Teams to ensure proper engagement with these teams and customers.
- Accountable for achieving or exceeding signings, sales, and revenue targets for the full DXC Applications portfolio (excluding Enterprise Applications and SaaS)
- Achieve targeted win rate for the qualified pipeline.
- Support the development and delivery of the regional offering sales plan.
- Participate in the forecasting process to provide visibility to the leadership of sales pipeline status and potential to achieve target bookings, as well as upside and downside risks to achieving target bookings.
- Drive and win Application deals from $5M up to $50M total revenue.
- Responsible for validating/endorsing the technical solution for the deal. Works with delivery to assure that solution design can be properly delivered.
- Develops deal timelines and ensures that the pursuit team meets deal milestones and deadlines.
- Helps in the transition of deal leadership to permanently assigned management to ensure seamless asset transfer, personnel transfer, technology, and process adoption
- Ensures that technical, contractual, administrative, and financial policies, procedures, and goals are met to ensure adherence to client and company requirements.
- Utilize strong lead generation capabilities to successfully penetrate clients at all levels of the organization through and including C-suite.
- Demonstrate customer advocacy by emphasizing those features/benefits of relevant DXC software, and service offerings that meet specific customers’ needs.
Who you are:
Candidates for this role must have:
- Demonstrated ability to build trusted relationships with CxO or Director level client executives.
- Subject matter expertise in modern applicable services areas, such as:
- Modern Application Development (Cloud Native Development, Mobile Development, MicroServices, IoT, APIs, UX/UI, Low Code,.…)
- Application Modernization, Application Transformation to Cloud
- Application Testing, Digital Assurance, and Security
- DevOps, Agile, Scrum, SAFE
- Deep understanding of the role of IT within a chosen vertical industry segment including key business processes and associated IT trends. Ability to apply industry knowledge to solutions.
- Understanding of the concepts of lean approaches and Agile methodologies and related methods (ie. SAFe, Scrum, Kanban, DevOps); be able to apply these as appropriate in different client contexts.
- Capability to “carry the room” when presenting or demonstrating solutions.
- Highly developed consultative approach, solution selling, and business development skills with an ability to consult with CXOs of global companies.
- Capable of entering a dialogue about value exchange for pricing innovation where DXC is not the low-cost provider.
- Proactively creating small but significant consulting assignments that shape RFP's before they are issued, reducing risk for clients, and increasing the probability of success for DXC.
- Knows DXC 's entire portfolio and how to integrate different solutions to create unique and innovative solutions for the customer.
In addition to the basic qualifications noted above, we find that individuals who are successful in this role have:
- Experience with international or global clients.
- Knowledge of emerging and trending digital technologies (ie. AI, Mobility, Blockchain, Machine Learning, RPA, IoT, etc.) and how they intersect with industry-related business patterns.
- Advanced level of English language.
Joining DXC connects you to brilliant people who embrace change and seize opportunities to advance their careers and amplify customer success. At DXC we support each other and work as a team — globally and locally. Our achievements demonstrate how we deliver excellence for our customers and colleagues. You will be joining a team that works to create a culture of learning, diversity, and inclusion and are dedicated to strong ethics and corporate citizenship.
At DXC we have a People First strategy and a Virtual First model. In managing COVID-19, our actions are focused on the health, safety, and well-being of our colleagues and their families and our approach is to encourage and support masking, testing, and vaccination. Most of our workforce now works remotely and will continue to do so. We recognize that requirements and availability around masking, testing, and vaccination vary by location, and we continue to monitor and conform with government regulations and customer requirements specific to each location.
Recruitment fraud is a scheme in which fictitious job opportunities are offered to job seekers typically through online services, such as false websites, or through unsolicited emails claiming to be from the company. These emails may request recipients to provide personal information or to make payments as part of their illegitimate recruiting process. DXC does not make offers of employment via social media networks and DXC never asks for any money or payments from applicants at any point in the recruitment process, nor ask a job seeker to purchase IT or other equipment on our behalf. More information on employment scams is available here.
