Sr. Manager Sales Professional

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 levels of performance, competitiveness, and customer experience. Learn more about how we 

Location: Ottawa (primary), Toronto (secondary)

Role description

• Maintain a list of Tier 1, 2, and 3 logos (new and current)
• Create an account plan with stakeholder mapping at all levels – starting with CXOs, Deputy Minister, ADM, Director General, etc.
• Actively follow various channels for lead generation – Alliance Partners (e.g., SAP, Oracle, IBM, ServiceNow and/or other platform partners)
• Attend/follow CIO round tables, public sector forums, etc. for relation building and to understand CIO priorities for a focused value based business case creation and selling based on priorities.
• Actively follow TPA’s (Advisors) to our customers – e.g. Gartner and ISG
• Prospecting, cold calls
• TCV Qtrly/Yrly quota, relevance of 3x pipe, land and expand, walk the aisles, deal qualification, MSA/Contract complexities, competitiveness, customer connects
• Understand the approach in every single deal - hunt/farm – proactive selling, consultative selling, value-based selling, ROI-based selling
• Expert in business use case articulation for customer problems and how DXC can help solve these
• Actively pursue new logos and leverage growth across government departments.

Experience the required

• Held a senior sales ‘hunter’ role for >10 years, responsible for cultivating and managing relationships and selling IT services to Canadian public sector clients (Federal and/or Provincial government), ideally with strong federal government relationships at the Deputy Minister, ADM, Director General level
• Brings existing relationships and contacts from the federal/provincial government and partners (SAP, Oracle, ServiceNow, and other application partners) and analyst partners (ISG, IDC, etc.)
• Full understanding of the Canadian government procurement processes, policies, and regulations, e.g., specific federal/provincial government departments, crown corporations, etc., through past experience of client relationships, with deep knowledge of departmental policies / IT strategies, budget cycles, and procurement.  
• Extensive experience responding to public sector RFIs, RFPs, RFQs, TBIPS, SBIPs, and all government procurement vehicles, together with relevant bid response nuances, timing, and pipeline forecasting to align to the speed of government.
• Experience selling application transformation programs (Enterprise Apps, Custom App Development), Data, Analytics and AI, Engineering scope
• Understands the application mix, e.g., app migrations to the cloud, custom apps development to migrate/upgrade app ecosystems from on-prem to the cloud, nuances of cloud-native custom apps and SaaS applications, and annuity selling with run-and-maintain offerings.
• Understand the most critical aspects of custom app selling – Data, analytics, and automation.
• Has achieved sales quotas in the last few years of $15M+
• Understand the competitiveness on pricing, solutioning, and margins

Work Environment
•    Location: Remote with travel to the client as needed.
•    Must be legally authorized to work in Canada without requiring sponsorship now or in the future.

DXC is an equal opportunity employer. We welcome the many dimensions of diversity. Accommodation of special needs for qualified candidates may be considered within the framework of the DXC Accommodation Policy.

In addition, DXC Technology is committed to working with and providing reasonable accommodation to qualified individuals with physical and mental disabilities. If you need assistance in filling out the employment application or require a reasonable accommodation while seeking employment, please e-mail AODA Canada Requests.

Note: This option is reserved for applicants needing a reasonable accommodation related to a disability.

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.