Pre-Sales Solution Lead

The Strategic Sales Solution Lead is the Storyteller and will be responsible for the end-to-end solution including the industry and business approach, implementation methods, use of technology, business and IT processes. They will influence the commercial and financial models. He/she will contribute to deal shaping activities by developing and presenting customized solutions to clients, validating solution fit, and establishing how solutions effectively contribute to meeting client business cases and objectives.

They will assess the qualification of opportunities by establishing if DXC solutions give a competitive advantage, evaluate solution risks, define mitigation plans, and confirm DXC's ability to deliver. Fully responsible for solution development, competitive costing, commercial proposition integration, and business case alignment of DXC solutions supporting client business, applications, and/or information technology environments. Solution scope includes ongoing delivery of services, services startup and transition, resourcing plans, technology and process transformation, and ongoing refresh, meeting client's specifications, strategic direction, technology context, and business needs.

They must confidently articulate all aspects of solutions and persuasively communicate value to the client, influencing client evaluation criteria and decision making. Works individually, in teams, or as a leader to determine customer requirements in complex and often ambiguous outsourced environments. Interacts effectively with team members, pursuit leaders, internal governance, and business leadership to advance sales efforts. They will work as part of a multi-functional team with the client, partners, and DXC sales and delivery teams to design solutions that meet our clients' digital strategies and align with DXC business objectives.

Experience/Skills Required

• Support sales professionals in interactions with established relationships to position DXC as the sole provider or improve positioning when competitive.
• Evaluate offering capabilities and SME preparedness or activation timeframe to realize the proposed solution.
• Validate customer business needs against the proposed solution.
• Support sales and account executives to finalize opportunity validation and support go/no-go decisions.
• Ensure competitive position feedback to offering management and support the definition of win themes.
• Understand client business goals and outcomes, aligning company solutions to the client's architectural framework.
• Understand complex business problems and apply systematic approaches to develop appropriate solutions.
• Stay updated on technological trends and understand their impact on solutions.
• Create client-centric, requirements-driven value propositions aligned with delivery and portfolio.
• Quickly learn new business models and articulate how DXC can help meet client goals.
• Present to CxOs, discuss business processes, and work on solution strategy and architecture.
• Develop clear, organized responses from the client's perspective, explaining benefits, delivery, and past successes.
• Produce presentations and proofs of concept that tell the story of the solution, including risks and mitigation plans, highlighting DXC's differentiators.
• Utilize DXC and partner solution demonstrations effectively.
• Possess first-class influencing skills, becoming a thought leader and trusted advisor.
• Communicate effectively in written, diagrammatic, and oral forms to both technical and non-technical audiences.
• Have a proven track record in leading large IT projects, including consulting, pre-sales, and IT design and build projects.
• Keep abreast of industry trends, be a disruptive thinker, and drive organizational change.
• Influence clients, senior pursuit leaders, and partners.
• Act as a coach and mentor, fostering high performance within teams.
• Drive team priorities and raise standards for peers and subject matter experts.
• Be 'virtual first' with travel up to 50%.

Minimum Qualifications

• First-level and advanced university degree, plus extensive experience in presales or solution selling, including international experience.
• Fluent in English, both written and spoken.