UK Public Sector Aerospace Services Sales Professional

DXC Technology (NYSE: DXC) is the world’s leading independent, end-to-end IT services company, helping clients harness the power of innovation to thrive on change. DXC Technology serves nearly 6,000 private and public sector clients across 70 countries. The company’s technology independence, global talent and extensive partner alliance combine to deliver powerful next-generation IT services and solutions.

DXC has long-lasting relationships with its customers for managing their IT infrastructure and applications. Our clients rely on us to be their IT service provider and a safe pair of hands for their business-critical systems. DXC Technology is uniquely positioned to help customers with their transformational journeys moving to the hybrid cloud providing:

• Investment solutions that enhance business flexibility and agility
• Investment expertise on a globally consistent basis
• The capability and control to scale technology with speed and confidence

We help customers build IT investment strategies that support transformation and the ability to deliver on business goals. DXC Technology creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. DXC brings together a portfolio that spans software, services and IT infrastructure to serve more than 1 billion customers in over 70 countries on six continents.

We are looking for a Sales Professional in the Consulting and Engineering Services Business (CES) to join our Aerospace Industry Team. You will have the opportunity to work with highly skilled and knowledgeable Sales, Solutioning and Advisory professionals across the UKI region and help our major UK Public Sector Clients in their digital transformation journey.

The CES Sales Professional owns sales responsibility for selling the entire CES portfolio (Consultancy, Analytics and AI, Application Managed Services, Application Modernization, Modern Application Development) into the Defence and High Secure Market. The successful candidate will be responsible for building a strong relationship with DXC’s Client Partner teams and their clients across UKI, selling DXC’s CES Services, responsible for the full lifecycle of a sales deal and achieving a TCV and revenue quota target, managing the sales forecasting process and building a brand around our solutions.

Deep knowledge of the UK Aerospace Market is required together with a mature understanding of the technology modernization requirements within this industry vertical. An ability to work with existing Clients and able to penetrate new logo Clients will be a requirement for the successful candidate. All successful candidates must hold SC clearance or be eligible for vetting.

Main responsibilities

• Develops sales pipeline to increase company’s market share in the CES area.
• Use offering expertise to seek out new client opportunities and expand opportunities with existing clients to build pipeline and drive pursuits.
• Collaborate and build strong relationships with DXC Account Teams like Account Executives and Technical Solutions Consultants, and DXC’s Partner Sales Teams to ensure proper engagement with these teams and customers.
• Provide support to the Account Executives in account/client planning activities, lead generation and closing opportunities related to their offering.
• Accountable for achieving or exceeding signings, sales, and revenue targets for the full DXC Application Services Portfolio.
• Accelerate growth through lead generation and closing new business engagements.
• Achieve targeted win rate for qualified pipeline.
• Support the development and delivery of the regional offering sales plan.
• Participate in forecasting process to provide visibility to leadership of sales pipeline status and potential to achieve target bookings, as well as upside and downside risks to achieving target bookings.
• Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.
• Assists in opportunity qualification and risk assessment.
• Responsible for validating/endorsing the technical solution for the deal.
• Works with delivery to assure that solution design can be properly delivered.
• Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.
• Lead negotiations for Application deals, Platform and Security Services Portfolio deals.
• Proactively manages all resource requirements throughout deal pursuit.
• Helps in the transition of deal leadership to permanently assigned management to ensure seamless asset transfer, personnel transfer, technology, and process adoption.
• External and internal stakeholder management in the direction expectation setting, strategy, financials etc.

Requirements

• Several years of sales experience and technical knowledge in application and data solutions.
• Consultative sales experience.
• Highly developed consultative approach, solution selling and business development skills with an ability to consult with CXOs of global companies.
• Offering Vertical experience or Industry Vertical experience – advantage.
• Relevant experience in selling and closing deals from $2 to $10 million contract revenues with scope and complexity in the applications area.
• Leads sales engagements where specialty field is key to profitable and successful delivery.
• Experience with international or global clients.
• Highly trusted individual who maintains and expects high standards for self and team.
• Able to work across multi-functions/multi-individuals to achieve desired results.
• Unique and comprehensive industry knowledge in multiple key industry IT domains both internal and external to DXC.
• Capable of working with clients to develop their high-level IT strategy and roadmap.
• Capable of entering a dialogue about value exchange for pricing innovation where DXC is not the low-cost provider.
• Proactively creating small but significant consulting assignments that shapes RFPs before they are issued, reducing risk for clients and increasing probability of success for DXC.
• Capable to gain and build in-depth knowledge about the customer's business, strategy and challenges.
• Knows DXC's entire portfolio and how to integrate different solutions to create unique and innovative solutions for the customer.
• Credible board level transformation advisor.
• Familiarity with program & project management methodologies.
• Leadership skills in directing pursuit and/or delivery teams with many indirect reports.
• Highly developed business development, negotiation skills and ability to influence contract content.

What we can offer

If you are looking for a new challenge in an international work environment, and you want to be part in the shift from traditional methodologies into digital and innovative ones, then we want to hear from you.

Investment In Training and Development

We offer a comprehensive range of training and career development opportunities, a structured induction programme, tailored job training as well as mentoring and support for relevant sponsored professional qualifications. We’re developing an environment where people can grow and harness their careers and skills to be the best that they can be to focus on the long term.

Our Culture

Here at DXC we support with care and compassion, and we are constantly evolving our initiatives around equality, diversity, and inclusion to ensure that everyone feels equally involved and supported in the workplace no matter of who they are or what they do. At DXC Technology, we believe strong connections and community are key to our success. Our work model prioritises in-person collaboration while offering flexibility to support wellbeing, productivity, individual work styles, and life circumstances. We’re committed to fostering an inclusive environment where everyone can thrive.