Manager Sales Professional

3 weeks ago

Canada, CA DXC Technology Full time

Project Description:

At DXC, 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 seeking a high-achieving Enterprise Applications Sales Professional to join our growing team. As a self-starter you will generate a new business pipeline in mid- large-size enterprises by building strong relationships with some of the world's most interesting organizations, to deliver innovative solutions that address critical business challenges while helping them grow. As an applications seller, you will drive both application platform and services sales for products such as ServiceNow, Oracle and Dynatrace. Enterprise Applications sales professionals build relationships, drive the sales process and outcomes aligned with a technology platform(s) they support across industries, to grow a profitable pipeline and/or backlog of sales through deal origination, sales negotiations, and closure.

Responsibilities:

Responsibilities:

• Establish new business relationships with influential contacts within target accounts.

• Understand an organization's goals and pain points, using this information to identify new sales opportunities.

• Own business development activities holistically, from lead generation to deal closure.

• Lead complex selling efforts that identify, qualify, cultivate, and close new businesses.

• Create and help frame the DXC differentiated value proposition and strategic win themes.

• Create strategic and tactical plans to grow a book of businesses and close deals.

• Educate clients on DXC success stories to communicate our value proposition effectively.

• Interact with Senior Management levels at clients and within DXC.

• Foster relationships, both with clients and internally with account teams.

• Maintain accurate and timely deal pipeline and forecast data working with Sales Operations.

• Negotiate price, terms, and other deal conditions with clients; Assist with resolving client satisfaction issues if they arise.


Mandatory Skills Description:

• Minimum of 3 years' experience selling/closing deals in the SaaS applications and professional services space for mid-large sized customers, preferably in one or more of the following areas: ServiceNow, Oracle, Dynatrace.

• Experience in Sales, Business Development, creating and winning opportunities in an individual contributor role.

• Experience working collaboratively with the Account teams to create strategic and tactical plans to uncover and close revenue opportunities.

• Proven track record in driving complex sales cycles and 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 and sales process.

• Ability to gain access and influence decision-makers at the highest levels in client organizations.

• Significant business relationships and networks with CXO levels.

• Conversant in enterprise products, solutions, and technology strategies with the ability to convert current knowledge and skills to our partner ecosystem.

• A creative and customer-focused mindset.

• A general understanding of Cloud computing and SaaS offerings.

• Ability to differentiate ServiceNow, Oracle or Dynatrace to customers.

• The ability to drive sales, identify opportunities, and close deals effectively.

• You are self-motivated, results-oriented, and can thrive in a fast-paced and dynamic environment. In addition, you are willing to travel as needed to meet with clients and attend business-related events.

Nice-to-Have Skills Description:

• Bachelor's Degree

• Core management consulting skills include:

• Executive & Digital Leadership Workshop facilitation

• Client interviews/focus groups

• Run end-to-end digital sales cycles (origination -> solution -> close).

• Prior experience inside a complex matrixed organization model is a plus.

• Experience working with & jointly going to market with strategic vendors.

• Ability to design client use and business cases.

Other Qualifications

• Strong verbal and written communication skills to persuade others through presentations, demonstrations, and written communication.

• Effective communication skills to listen to clients and articulate back for solutions.

• Strong selling and negotiation skills.

• Strong interpersonal and presentation skills for interacting with team members and prospective clients up to the Board level.

• Ability to work and lead in a team environment.

• Ability to create and maintain formal and informal networks.

• Ability to publicly represent the company with internal and external clients.

• Ability to use own judgment and initiative in problem resolution.

• Ability to present ideas, goals, problems, outcomes, and processes to a diverse audience.

• Ability to articulate and present the business value of Company solutions with a firm understanding of Company strategies and products related to the Company's major competitors.


Work Environment

• Location: Remote with travel to the client as needed.

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