Application Modernization Account Executive

Description:

• DXC is looking for a Technical Custom Applications Sales Professional to join our growing Custom Application group, where innovation and collaboration drive success. As a Sales Manager, you’ll play a key role in identifying and closing new business opportunities within target markets, driving growth through the direct sales of Oracle Advisory, Implementation, and Managed Services. Technical Custom Applications Sales Professional drive the sales process and outcomes within an industry, growing a profitable pipeline and/or backlog of sales through deal origination, sales negotiations, and closure.
• Your career is about what you want to be and achieve. It’s about bringing your skills, curiosity, creativity, and your true self to your work. DXC is looking for a Sales Professional to join our growing Americas team. Sales professionals drive the sales process and outcomes on a dedicated basis, growing a profitable pipeline and or backlog of sales, through deal origination, sales negotiations, and closure.

Responsibilities:

• Lead complex selling efforts that identify, qualify, cultivate, and close new business in Custom Applications.
• Create and help frame DXC’s differentiated value story, develop strategic win themes for proposals
• Drive joint opportunities and source partner pipeline
• Operate within large teams and direct specific team sales origination activities
• Create strategic and tactical plans to grow a book of businesses and assist in closing opportunities
• Educate Clients on DXC capabilities and success stories to effectively communicate DXC’ value prop to both partners and customers
• Interact with senior management levels at clients and within DXC
• Foster relationships, both with clients and internally with account teams
• Maintain accurate and timely customer, pipeline and forecast data working with Sales Operations

Mandatory Skills Description:

• 5 years with a min Proven track record in selling Custom Applications including Application Modernization, Software Development, Applications Management and Testing Services and the ability to articulate the above offerings and value propositions crisply This is mandatory.
• Willingness to travel 70%, on average, based on the work you do and the clients and industries/sectors you serve

Nice-to-Have Skills Description:

• Bachelor's Degree, Advanced Degree a plus
• Core management consulting skills include:
• Executive & Digital Leadership Workshop facilitation
• Client interviews / focus groups
• Run end-to-end custom application sales cycles (origination -> solution -> close)
• Prior experience inside a complex matrixed organization model selling is a plus
• Experience working with & jointly going to market with strategic vendors
• Design Client business cases and present ROI
• Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future
• The ability to create a business case and present Return On Investment (ROI) to the clients on transformation initiatives is mandatory.
• Experience working collaboratively with the Account teams to create strategic and tactical plans to uncover and close revenue opportunities.
• Proven track record in supporting complex sales cycles working on cross-functional teams.
• Proven track record of consultive/relationship selling through increasing revenue from improving close ratios for new clients and expanding business with existing clients.
• Extensive knowledge of the competitive landscape, sales process and trends in the Custom Applications landscape.
• Ability to gain access and influence decision-makers at the highest levels in client organizations.
• Ability to leverage and explore wider partnerships and their ecosystems to drive additional revenue and value creation by leveraging the marketplace by understanding industry trends and channels.
• Significant business relationships and network with CXO levels
• Conversant in enterprise products, solutions, and technology strategies with the ability to convert current knowledge and skills to our partner ecosystem