الوصف الوظيفي
Job Description:Solutioning LeaderPart of DXC Technology, Solutioning is a 2,000+ member world-wide organization best described as the integrator for all the functions that enable DXC to provide world-class sales support.As that integrator, Solutioning:· assists the sales and business development functions create and qualify opportunities;· delivers end-to-end bid management including pursuit budgeting, staffing and project management;· develops solutions that are aligned with client needs and achieve DXC’s internal delivery and financial requirements;· creates proposals to meet client requirements and compel them to buy; and,· offers self-service access to global best practices, collateral and reusable content.Focused on growth, Solutioning prides itself on:· Initiating and enabling long-term relationships· Creating the first impressions of value to our clients and to the enterprise· Combining DXC’s vast capabilities to bring business results for our clients· Demonstrating true service excellence by responding promptly to challenges, regardless of complexity, scale, language, or logistics· Competing successfully against the best competition the world has to offer by employing global best practicesAs the Solutioning Lead, you will work closely with the leadership team with the aim to exceed sales targets set for the sub-region. This person will report to the Solutioning APJ-MEA Lead.Directs overall Presales operations in assigned area of responsibilities •Resource management & Intra-Region support - Translates business goals into actionable presales utilization plans that reflect the requirements and opportunities within area of control. Proactively addresses regional presales coverage gaps and leverages presales technical expertise where warranted to win opportunities for DXC •Partnering with Sales & acct. planning - actively engages in driving sales strategy; collaborates within DXC and with the field to prioritize, facilitate and direct the use of resources; proactively assesses sales pipelines in area of control to ensure appropriate and timely utilization of presales support •Collaborates effectively across organizational boundaries to ensure a positive "voice-from-the-field" presence in business decision making and product design. •Business acumen - Continuously monitors, troubleshoots, and improves area-of-control operations to ensure alignment with DXC's business direction, the quality of business practices, optimum organizational performance and a highly motivated presales force. Exhibits authoritative business, financial and legal acumen to develop meaningful business recommendations. Understands what it takes to manage a business and uses these insights to gain better understanding of a client's/customer's needs and to position the value of DXC's offers•Coaching - Assesses and manages employee performance to ensure individual and group excellence; counsels and supports individuals through selling challenges; manages performance and results of high and low performers •Leadership - Applies understanding of team dynamics to work effectively in teams, achieve goals and successfully plan & execute activities; Effectively facilitates remote team collaboration; develops methods for supporting innovation and change across the organization •People development - Nurtures and advances the talent required to maintain DXC sales force excellence within area of control; anticipates new skill requirements from changing industry or market indicators; sponsors and directs skill building activities to increase the productivity and accomplishments of the presales force; ensures strong technical acumen across the group needed to support sales •Focus on strategic direction - articulates DXC's technology vision and direction directly to customers in support of key account sales or complex deals •Consultative selling - strategizes with and coaches their team on how to apply consultative-selling techniques to advance opportunities that result in ongoing profitable revenue growth for DXC; Compellingly positions DXC as the vendor of choice for strategic partnering for enterprise-wide IT solutions; Identifies the measurable value or impact of DXC offerings and clarifies for customers the key differentiators that distinguish DXC's solutions from those offered by its competitors •Financial selling - employs a financial selling approach to meet customer needs; works with team to build business cases that link proposals to customer's goals, strategies and relevant business metrics, and that demonstrate industry and competitive proficiency; Develops an accurate business need profile and demonstrates an understanding of related issues •Owns the Presales contribution to business results of assigned Sales organization(s) •Assists in the recruiting, training and development of Presales resources •Manages group readiness to support assigned Sales organization(s) •Typically manages 15-20 senior individual contributorsEducation and Experience Required:•University or Bachelor's degree; advanced or Master's degree preferred •Typically 10-12+ years experience in sales •Directly related management experience and work results including success in managing the achievement of progressively higher quota or other sales related goals •Demonstrated results in managing resources to support complex, strategic sales and/or business objectivesKnowledge and Skills Required:In addition to core technical skills:•Strategic Planning/ Execution •Forecast/Budget Control •Operations Building/ Improvement •Resource Brokering/ Allocation •Management of complex processes •Strategic Account Support•Negotiation skills within DXC and with C-level clients •Presentation and communication skills •Ability to develop strong executive level relationships •Consultative, solution selling and business development skills •Business case development skills •Workforce Planning •Career Planning & Development •Coaching & Supervision; timely management of low performers •Skill Development/ Enhancement •Performance Management •Develops methods for supporting innovation and change across the organizationCritical Competencies to Drive Business Results: Business ManagementSales DevelopmentCustomer Face-TimeStrategic Business PlanningSales Team/Individual CoachingRecruitment fraud is a scheme in which fictitious job opportunities are offered to job seekers typically through online services, such as false websites, or through unsolicited emails claiming to be from the company. These emails may request recipients to provide personal information or to make payments as part of their illegitimate recruiting process. DXC does not make offers of employment via social media networks and DXC never asks for any money or payments from applicants at any point in the recruitment process, nor ask a job seeker to purchase IT or other equipment on our behalf. More information on employment scams is available here.
