Job Description:
DXC is looking for Enterprise Architects to join our team in India that plays a critical role enabling our clients to transform their digital and business landscape.
In this role you will be responsible for creating, qualifying, developing, selling, and delivering solutions to our clients.
You will possess consultative selling in BFSI or Manufacturing verticals with expertise across a wide range of technologies across Infrastructure and applications. Our Enterprise Architects are knowledgeable, personable, and focused on the achieving the best outcomes for our clients and their business requirements.
Key Responsibilities
Opportunity Analysis
• Works with client IT and management teams to gather and develop an accurate understanding of business requirements and related issues – both business and technical.
• Identifies related needs (lead generation, opportunity expansion).
• Identifies client-wide IT parameters and constraints that impact the solution.
• Identifies probable competition and evaluates relative company strengths.
Solution Planning and Design
• Architects an appropriate technical solution to meet client requirements.
• Optimizes a solution to fit the requirements of the opportunity plus the broader customer IT strategy.
• Balances and incorporates the inputs of specialists in the solution design.
• Adapts the solution design to new requirements.
• Anticipates and plans for competitive threats.
• Establishes the validity of a solution and its components with both short and long term implications.
• Identifies the growth path, scalability options and implications for customer IT strategy and/or related implications of a solution and includes these in design activities and account planning.
Client Relationship
• Builds strong professional relationship with key IT and business executives.
• Understands and addresses CxO issues.
• Applies consultative selling techniques to advance opportunities.
• Builds customer loyalty through being a trusted advisor.
• Partners effectively with others in the account to ensure problem resolution and customer satisfaction.
• Effectively communicates and articulates the details of their component roles in a proposed customer solution.
Account Team Collaboration
• Actively participates with the account team in account and opportunity planning across the Region.
• Provides solution advice, drives proposals, presentations, and other customer communications during pursuit.
• Transfers knowledge to account team.
• Understands the roles and proactively engages other teams and resources within company and partners.
• Applies technical skills to identifying overlooked opportunities within the account.
• Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.
Key Competencies and Skills
Education And Qualifications
• Technical University degree or Bachelors degree is required.
• 12-14 year’s-experience in technical consultative selling and solution/account management.
• Technical and solution experience in IT industry.
• Experience in vertical industry preferred.
• Appropriate solution or career certifications.
Technical and Solution Acumen
• Demonstrates a broad knowledge of DXC's technology & solutions, with deep expertise in area of specialisation.
• Links company solutions and partner products to create customer business value.
• Applies broad understanding of technical innovations & trends to solving customer business problems.
• Establishes thought leadership in solution or technical specialty area with customers.
• Demonstrated ability to work as the lead for components of large complex projects.
• Has a high level understanding of the company's product/services and roadmaps.
• Has demonstrated hands-on level skills with the technology in their solution area.
Business Acumen
• Creates solutions that creatively address customer value chain and business requirements.
• Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals.
• Appropriately tailors communications to varying levels of customer management.
Industry Acumen
• Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges.
Solution Selling
• Demonstrates strong communications skills with IT and LOB managers, as well as C-level executives.
• Leverages strong understanding of the competition - both positioning strategy and technology - to create competitive advantage for the company.
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