DXC Technology Senior Principal Marketing-Channels in Any City, Virginia

Job Description:

Channel Marketing Senior Principal

Join DXC Technology, the world’s leading independent, end-to-end IT services company, helping clients harness the power of innovation to thrive on change. DXC Technology serves nearly 6,000 private and public-sector clients across 70 countries. The company’s technology independence, global talent and extensive partner network combine to deliver powerful next-generation IT services and solutions. DXC Technology is recognized among the best corporate citizens globally. For more information, visit http://dxc.technology at http://www.dxc.technology/ .

Summary:

Channel Marketing Senior Principal for the DXC partner network targeted strategic partners to materially influence and grow sell-through pipeline and revenues. Working as a team, the selected candidate is responsible for establishing NxN relationships with partner sales leadership, understanding sales compensation models and levers, and gaining consensus on key strategic initiatives for sell-through. Will develop, drive and evaluate global channel marketing programs to build awareness and consideration within the partner sales teams, drive demand, and advance pipeline for our joint technology-driven business solutions. Equip partner sales teams to: 1) Recognize DXC Technology opportunities, 2) Prioritize joint DXC GTM motions, and 3) Engage DXC sales teams in partner led greenfield opportunities as well as expanded installed base potential. Create joint networking programs aligned with client demand generation activities that train both sales teams and then identify client opportunities at joint event attended by largely partner invited clients.

The selected candidate will be responsible for crafting the toolkits, campaigns, and initiatives for our partner teams. Will also focus on the stories we’ll have to tell about our joint client successes and advanced capabilities, with relevancy to our clients and prospects. S/he will understand the partner sales teams’ motivational factors that align with their current respective comp plans and business objectives. The selected candidate will collaborate with cross-functional teams to assist in the development of sales, marketing and partner content, internal and external communications, social media, as well as digital content.

Essential Job Functions:

  • Align channel marketing strategies with business priorities to drive consideration, pipeline and revenues of our joint intellectual property and horizontal technology solutions.

  • Manage sell-through GTM initiatives, messaging and timelines to support product launches, as part of an integrated team working with GPEs, RPEs and product management to enable sales

  • Drive partner sales content strategy working with content managers to ensure a steady flow of web content, blogs, thought leadership, client success stories, videos, sales enablement materials and other deliverables.

  • Define where DXC should be present in the larger partner organizations, develop plans and manage execution of events and other tactics.

  • Contribute guidance, strategy and writing/editing skills to advance internal communications (within both DXC and the assigned partners), external and joint communication vehicles.

  • Plan networking boot-camps coincident with client roadshows, innovation days and provide presentation support.

  • Develop and maintain DXC Technology and DPN value proposition, proof points, messaging, and overview presentations.

  • Participate in and sometimes drive Social Media initiatives – especially those that target partner sales.

  • Ensure programs align with company’s brand identity and messaging framework.

  • Coordinate the direct involvement of other cross-functional marketing resources as needed to ensure success.

  • Establish, track and measure marketing tactics and prepare monthly reports.

Basic Qualifications:

  • B.A. in Communications, Marketing or Business Administration

  • 10+ years of experience in channel/partner marketing, communications, business development or marketing for a software or technology company

  • Experience and subject matter expertise working with partner executive teams

Preferred Qualifications:

  • M.B.A.

  • Strong relationship development/networking skills across all levels

  • Moves seamlessly between strategic and tactical to accomplish goals

  • Big-picture understanding of business drivers

  • Advanced writing and editing skills, with demonstrable strength in story-telling in a business context.

  • Strong organization and program management skills

  • Detail-oriented

  • Proficient in verbal communications

  • Strong business acumen

  • Ability to link plans and activities to business results.

  • Analytical and problem-solving skills; regularly exercises judgment and leadership capabilities in interpreting and solving complex problems.

  • Ability to work in a virtual team environment.

  • Proactive, self-motivated, deadline-oriented with the ability to work independently and manage multiple priorities while producing high-quality results.

  • High levels of tact and diplomacy

  • Agency and budget management

DXC Technology is EEO F/M/Protected Veteran/ Individual with Disabilities