DXC Technology Lead Generation Sales Specialist in McLean, Virginia

Job Description:

Background

  • DXC Technology (NYSE: DXC) is the world’s leading independent, end-to-end IT services company, helping clients harness the power of innovation to thrive on change. The company’s technology independence, global talent and extensive partner alliance combine to deliver powerful next-generation IT services and solutions. DXC Technology is recognized among the best corporate citizens globally.

  • The global Enterprise & Cloud Applications (ECA) Group is the largest digital business in DXC and includes SAP, Oracle, ServiceNow, Microsoft, Workday, SFDC, IBM and Cornerstone

  • The ECA group has concluded 14+ recent acquisitions and is a fast growing, innovative business within the DXC company

  • ECA covers both license/software and services sales and integrated/hybrid cloud sales in stand alone and combined offerings deals for clients of all sizes and in all industries

Summary

  • As part of the global Enterprise & Cloud Applications (ECA) Group, this team will provide the sales/marketing support function for lead generation across the ECA portfolio and across multiple industry markets.

  • The Lead Generation Specialist is responsible for developing, nurturing, and qualifying leads, ultimately delivering opportunities that generate revenue and market share for DXC ECA Group. The lead development specialist will be responsible for efficiently managing the lead pre-qualification, distribution and reporting cycle for all in-bound business opportunities. The lead development specialist may also conduct targeted outbound call campaigns. Other responsibilities include CRM database management, sales training and marketing campaign support.

  • The Lead Generation Specialist may be expected to work across ECA practices and across large enterprise markets or small/medium business markets. It is expected each Lead Generation Specialist will develop specialty and expertise in particular markets / practices but can cross train as needed to support other areas.

  • Demonstrates a successful ability to leverage DXC ECA’s portfolio of products and services to help our front line sales reps change the playing field against our competition

  • Focus equally on high velocity small deals and some select large deals

Essential Job Functions

  • Conduct phone interviews with lead prospects

  • High quality customer ‘white glove’ engagement and follow up

  • Perform initial prospecting, qualifying of leads and delivery to business development team

  • Qualify inquiries from various sources

  • Enter applicable data into CRM (Customer Relationship Management) database – SFDC tools

  • Follow up on requests for information

  • Assist with pre-event confirmations and post-event follow up

  • Establish basic lead grading for each prospect

  • Communicate product features/benefits clearly, consistently and with integrity

  • Track, analyze and report against opportunities funnel

  • Attend team marketing and strategy calls

  • Experience with customer contracts and positioning propositions proactively with clients

  • Leverages the DXC operating model for success; that is, works closely with the front line sales, ECA practice leaders, global alliance executives and other leaders in DXC

Basic Qualifications

  • 4 year college degree preferred

  • 3-5 years sales and/or customer service experience and/or IT services & product sales – sales execution, client engagement and sales operations support, particularly around license / software selling

  • Inside sales or lead development experience for cloud-based solutions preferred

  • Digital sales experience and digital business acumen

  • Ability and willingness to make cold calls

  • Excellent written and oral communication skills

  • Phone based sales and customer service and/or marketing experience

  • Strength and passion for sales, customer success and creating a great customer experience

  • Listening skills and analysis to identify value propositions for diverse clients

  • Multi tasking – the ability to work across a panel of multiple clients and interactions

  • University (bachelor degree) preferred

  • Strong collaboration and interpersonal skills

  • Attention to detail

  • Track record of working closely with/for some of the ECA application practice areas / alliance partners is preferred but not essential

  • Experience working with the technology industry, specifically software services and capabilities

Other Requirements

  • Quick study / quick learner

  • Experience with CRM/database tools

  • Ability to work with limited supervision

  • Strong sense of urgency and responsibility

  • Strong interpersonal and presentation skills for interacting with team members and alliance partners

  • Strong communication skills to listen to the client and articulate back for solutioning

  • Strong coordination / organization skills

  • Ability to lead and work in a team environment where you do not control all resources

  • Ability to create and maintain formal and informal networks

  • Ability to work in a hybrid team environment

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