Senior Sales Manager

1 week ago

Canada, CA DXC Technology Full time

Project Description:

  • DXC cultivates a work environment that attracts and retains some of the most skilled talent in today's workplace. With a strategic focus on our people and our customers, we are committed to doing what's best for both. That's why we're creating a workplace where employees seize change as an opportunity to accelerate their careers and amplify customer success.
  • Our people serve customers in more than 70 countries and speak multiple languages. We are a diverse and creative group, singularly focused on delivering results for our customers. We are motivated to learn and succeed together—to build our future and get things done
  • 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 DXC Engineering team. Sales professionals 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.


Responsibilities:

  • Maintain a list of Tier 1, 2 and 3 logos (new and current)
  • Create an account plan with stakeholder mapping at all levels - starting with CXOs, Deputy Minister, ADM, Director General, etc.
  • Actively follow various channels for lead generation - Alliance Partners (e.g. SAP, Oracle, IBM, ServiceNow and/or other platform partners)
  • Attend/follow CIO round tables, public sector forums, etc. for relation building and to understand CIO priorities for a focused value based business case creation and selling based on priorities.
  • Actively follow TPA's (Advisors) to our customers - e.g. Gartner and ISG
  • Prospecting, cold calls
  • TCV Qtrly/Yrly quota, relevance of 3x pipe, land and expand, walk the aisles, deal qualification, MSA/Contract complexities, competitiveness, customer connects
  • Understand approach in every single deal - hunt/farm - proactive selling, consultative selling, value based selling, ROI based selling
  • Expert in business use case articulation for customer problems and how DXC can help solve these
  • Actively pursue new logos and leverage growth across government departments


Mandatory Skills Description:

  • Held a senior sales 'hunter' role for >10 years, responsible for cultivating and managing relationships and selling IT services to Canadian public sector clients (Federal and/or Provincial government) ideally with strong federal government relationships at the Deputy Minister, ADM, Director General level
  • Brings existing relationships and contacts from the federal / provincial government as well as partners (SAP, Oracle, ServiceNow and other Application partners) and Analyst partners (ISG, IDC etc.)
  • Full understanding of the Canadian government procurement processes, policies, and regulations; e.g. specific federal / provincial government departments, crown corporations, etc. through past experience of client relationships, with deep knowledge of departmental policies / IT strategies, budget cycles, procurement.
  • Extensive experience responding to public sector RFIs, RFPs, RFQs, TBIPS, SBIPs, and all government procurement vehicles, together with relevant bid response nuances, timing, and pipeline forecasting to align to the speed of government
  • Experience selling application transformation programs (Enterprise Apps, Custom App Development), Data, Analytics and AI, Engineering scope
  • Understands the application mix e.g. apps migrations to cloud, custom apps dev to migrate / upgrade apps ecosystems from on prem to cloud, nuances of cloud native custom apps and SaaS applications, annuity selling with run and maintain offerings.
  • Understands the most critical aspect of custom apps selling - Data and Analytics, Automation
  • Has achieved sales quotas in the last few years of $15M+
  • Understands the competitiveness on pricing, solutioning and margins


Languages:

  • English: C2 Proficient

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