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DXC Technology Client Executive, Manufacturing & Automotive in Tysons, Virginia

Job Description:

Job Summary:

  • Lead functionally specific digital transformation pursuits leveraging Manufacturing & Automotive industry IP and DXC horizontal services (cloud, workplace, security, analytics)

  • Works closely with the pursuit team and account team to understand the scope of the global engagement and contract in order to provide requisite analysis/information and recommendations to the pursuit and account teams.

  • Once the deal is signed, work closely with the transition manager to ensure the metrics are right; financial metrics, tax and accounting processes are developed and implemented globally.

  • Lead the end to end contracting process post signature including support to contract integration, change management, governance activities, up sells and renegotiations.

  • Responsible for assembling all required resources/skills to develop proposal, pursue and win large international Outsourcing deals (PDs more than ELs).

  • Coordinates all deal team efforts with sponsorship of OS Engagement Director.

  • Assists in opportunity qualification and risk assessment.

  • Responsible for validating/endorsing the technical solution for the deal. Works with delivery to assure that solution design can be properly delivered.

  • Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.

  • Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.

Impact/Scope:

  • Assess and quantify risk for major, high-stakes projects and programs.

  • Make decisions on program staffing resource planning.

  • Frequently represents the organization to other businesses within the company and to external customers/clients.

  • Acts as subject matter expert providing direction and guidance to process improvements and establishing policies.

  • Frequently contributes to the development of new ideas and methods.

Knowledge and Skills Required:

  • High level of vertical industry knowledge in multiple key industry IT domains.

  • Unique and comprehensive Manufacturing & Automotive industry knowledge.

  • Able to negotiate deals where the company is not the low-cost provider.

  • Knows DXC’s portfolio and how to integrate different solutions to create unique and innovative solutions for the customer.

  • Considered the industry thought leader that directs industry trends and sets industry standards.

  • Proactively creates small but significant consulting assignments that shape RFPs before they are issued, reducing risk for clients and increasing probability of success for DXC.

  • In-depth customer knowledge – business, strategies and challenges.

  • IS/IT management expertise.

  • Business/financial management expertise.

  • Acts as a Strategic Partner, Trusted Advisor.

  • Familiarity with project management methodologies.

  • Ability to leverage and work with Industry Partners or Third Party Alliances where applicable.

  • Leadership skills in directing pursuit and/or delivery teams.

  • Highly developed consultative approach, solution selling and business development skills.

  • Can act as an executive sponsor for a project.

  • In depth understanding and knowledge of Management of Change issues.

  • Business and customer oriented team player with ability to form alliances across global boundaries.

  • Proven program management skills and able to demonstrate leadership capabilities.

  • Strong influencing and communication skills at a CIO level. Must be fluent in English.

  • Ability to cope with very high peak workloads, extensive travel and periods away from home, short deadlines and significant pressure.

Education and Experience Required:

  • Typically 5+ years directly related experience in Outsourcing and/typically 12+ years in complex IT service business environment.

  • New logo (hunter) sales and closer experience – must be able to demonstrate sales success.

  • University or Bachelor's degree; advanced University degree preferable.

  • Demonstrate business, technical, or functional knowledge at the mastery level, as well as administration or operations knowledge.

  • Functional knowledge of traditional DXC types of offerings (desktop, client/server, data center, Internet, etc.).

  • Strong understanding of global Finance or HR negotiation and contracting issues and regulations.

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

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