DXC Technology (NYSE: DXC) is a leading enterprise technology and innovation partner delivering software, services, and solutions to global enterprises and public sector organizations — helping them harness AI to drive outcomes at a time of exponential change with speed. With deep expertise in Managed Infrastructure Services, Application Modernization, and Industry-Specific Software Solutions, DXC modernizes, secures, and operates some of the world’s most complex technology estates. Learn more on dxc.com

Duties & Responsibilities

Managing the Business

• Account Planning–
  Assists in planning sales strategy; aligns tactical account plans with overall corporate strategy; actively develops and manages geography business plans to meet revenue goals/quotas; develops plans that articulate the strategies/requirements essential for focusing sales activities, forecasts accurately and communicates sales progress; actively manages and signs off on account business plans through scheduled reviews and updates.

• Pipeline management– Builds, manages the size, shape and quality of pipeline; analyzes overall win rates and win/loss ratios.

• Deal management– Reviews deals to ensure soundness and problem-free processing by the company's back-end operations; Monitors the number of deals with TAS plan reviewed by managers.

• Strategic sales planning & implementation– Orchestrates the development of strategic sales plans that reflect the company's business strategy, to advance market share/penetration, and achieve profitable growth.

• Competitive Positioning/Strategy– Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer's buying decisions.

  

Selling as a Sales Manager 

• Focus on strategic direction– Understands the overall company/TSG strategic direction and portfolio, and can customizing solutions based on client needs.

• C-level partnering– Contributes to enduring executive relationships at the highest levels of the client’s organization; personally interacts with executives; establishes professional relationships and credibility with key IT and business executives in support of other established relationships with the client.

• Consultative selling– Strategizes how to apply consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company; ensures to have access to other company resources and encourages them to nurture relationships with client influencers and decision makers.

• Industry and client knowledge– Stays current with industry and competitive research and information to enable rich client dialogue;
  maintains an understanding of client business challenges, industry trends and markets; demonstrates breadth and depth of knowledge to position and map company capabilities that align to client business objectives and initiatives. 

Education and Experience Required 

• Directly related management experience and work results including success in achieving progressively higher quota or other sales related goals.

• Demonstrated level of project management skills.

• Bachelor's degree and higher

• Typically 15+ years experience in sales.

• Prefer managed services, Application Customization, AI, SAP, Core Applications in Banking such as Loan, Deposit, Core Banking Application, Collection, Fraud Applications, Payment's skills

• Prefer used to carry quota of TCV over than 8M USD / year

• Prefer deal size 1- 2 M USD/ Deal

• Industry : Banking (FSI)

Knowledge and Skills 

Business Management

• Strategic Planning– Translates business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control Aligns area-of-control account and market opportunities with upstream strategic plans and metrics. Sets sales priorities and establishing these as the focus of individual or sales team activities.

• Execution– Actively manages business plans to meet revenue goals/quotes and advance the business interests of the company. Determines if an opportunity is profitable for the company.

• Forecast/Budget Control– Tracks and manages rolling forecasts and budgets to ensure timely and accurate roll-ups.

• Pipeline Management– Builds, Balances quick wins against longer sales-cycle opportunities to ensure both immediate wins and long-term profitability for the company.

• Operations Building/Improvement– Continuously monitors, troubleshoots and improves area-of-control operations to ensure alignment with the company's business direction, the quality of business practices, optimum organizational performance and a highly motivated sales force.

Sales Development

• Resource Brokering/Allocation– Collaborates across the company within the field to access, facilitate and direct the use of resources needed for effective selling.

• Sales Facilitation– Applies influence and organizational savvy to advances.

Strategic Business Planning

• Manages the top- and bottom-line – monitors discounts and margins involved in individual deals to align them with group performance.

• Works with others to create mechanisms that shift the focus from "low- hanging," immediate wins to recognizing and providing incentives for large deals/wins.

• Understands industry drivers and the customer base better to bridge company solutions with account-relevant problems and opportunities.

• Builds stronger internal relationships with other groups to ensure seamless selling of total company solutions and to establish clear expectations for resource alignment and support.

• Develop effective counter-measures and messages.

• Builds clear strategies for working with key accounts to pursue and close major opportunities, including clear identification of tactics for accelerating progress through the pipeline.

Our culture and benefits: DXC is committed to building better futures for our customers, colleagues, environment, and communities. We take care of each other and foster a culture of inclusion, belonging and corporate citizenship. We put this to action developing and implementing societal initiatives within our Social Impact Practice.

As an employer of choice, our “people first” philosophy means we offer competitive remuneration, benefits, training, and career opportunities that reflect our commitment to improving the lives of our employees, and the communities in which we live and work. Some of these include.

• Extensive resources to support your onboarding and continual development including DXC University

• DXC Recognition, our global virtual platform that fosters a culture of appreciation and celebration with real-time reward and recognition

• We know that great people refer great people. We will reward you when you bring your friends and family to work at DXC

• More time to do the things you love with flexible leave options, including purchased leave

• Take time to give back with charitable and emergency services volunteer days

• Well-being matters to us and our Employee Assistance Program is there to support you and your family.

How to apply & our commitment to you in return: If you would like to be part of a culture that drives innovation, delivers results, rewards performance and encourages ideas, then please press the "Apply Now" button to submit your resume.

In return, we agree to ensure a hiring process that is enjoyable, thorough, and fair. We strive to provide an environment that lets you thrive and show off the very best version of yourself, while learning about us at the same time.

Interviews and onboarding are conducted online, as part of us being a virtual-first company.

We are an Equal Opportunity Employer: DXC is proud to be an equal opportunity employer and we welcome submissions from people from all walks of life. We celebrate our diversity and recognise it is the unique contributions of our people that give us our edge. We stand by the ‘bring your whole-self to work’ philosophy. It is our inclusive culture that powers our results, and our company grows only if our people grow.

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 support qualified individuals with physical and mental disabilities.