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DXC Technology Principal Client Engagement in Falls Church, Virginia

Job Description:


Generates new business leads for solutions, offerings or services of medium complexity or scope. Grows new and existing accounts and manages sales cycle from start to finish for delivery of customized business solutions to clients. Serves as a strategic partner to customer, managing client relationships on small to medium sized accounts. Sets vision and direction for expansion and account profitability by fully leveraging product/service offerings of company horizontal and vertical markets. Participates in developing and executing long term integrated client account plans and opportunities; directs resulting business development efforts. Manages client satisfaction in small to medium, less complex accounts by providing resources and support mechanisms.

Essential Job Functions

  • Leads the strategic direction of the accounts by establishing and articulating account growth and client satisfaction goals in relation to client expectations. Plans, manages, and controls sales and marketing activities to reflect customer trends, market fluctuations and changes in business practices/technology.

  • Impacts customer business strategy and sells solutions across the company solution portfolio. Establishes and articulates innovations and growth opportunities for customers and the company. Ensures client satisfaction and broadening of offerings with potential new customers.

  • Identifies value for the client by providing leadership and influencing direction and innovation. Manages customer relationship. Serves as the single point of contact for customer. Establishes relationships proactively and grows customer intimacy.

  • Provides industry expertise and client business acumen. Sells higher level services and solutions to customers, enabling competitive advantage for them in the marketplace. Manages company communications with clients. Identifies best practices and facilitates introduction into company lines of service.

  • Focuses on account expansion and revenue generation. Involves sales support for penetration of specific deals. Formulates and executes business development strategies. May direct major proposal activities as assigned.

  • Collaborates with the Global Practices to establish their short- and long-term strategies to deliver services to customers within reasonable schedules and budgets. Provides support for projects of medium complexity. Facilitates the integration of business solutions to ensure that client needs are met.

  • Interfaces directly with clients on a daily basis to ensure customer satisfaction with the solutions, develop stronger on-going relationships, build new and broader relationships and identify additional opportunities for company solutions. Develops strategic business relationships with key decision makers.

  • Interfaces with work teams to ensure budgetary and financial priorities and procedures are handled appropriately. Leads invoicing and the collection of accounts receivable of their portfolio of accounts and manages to the stated days sales outstanding and margin targets.

  • Acts as the liaison with operations and resource management. Assists in deploying resources to support business needs.

  • Provides leadership and work guidance to personnel on assigned accounts.

Basic Qualifications

  • Bachelor's degree or equivalent combination of education and experience

  • Bachelor's degree in accounting, finance, business administration or related field preferred

  • Twelve or more years of business development or sales support experience

  • Experience working with project management principles and practices

  • Experience working with the technology industry

  • Experience working with company products, services, competencies, solutions, and offerings

  • Experience working with standard company sales methodologies and supporting tools and applications

  • Experience working with finance and accounting

Other Qualifications

  • Strong interpersonal and presentation skills for interacting with team members and prospective clients up to the executive level

  • Strong sales skills

  • Strong communication skills to listen to the client, ask thought provoking questions and articulate back for solutioning

  • Leadership skills to guide and mentor the work of less experienced personnel

  • Ability to lead and work in a team environment

  • Ability to create and maintain formal and informal networks

  • Ability to be flexible and adapt to changing situations

  • Ability to work independently and as part of a team

  • Willingness to travel

Work Environment

  • Office environment

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