Sales Manager ( Defence and High Secure Accounts)

Defence and High Secure Accounts Services Sales Professional. Below, you will find a complete breakdown of everything required of potential candidates, as well as how to apply. Good luck.

Location: Must be based in the UK

Salary: Dependent on Experience

Due to Security Clearance Requirements, candidates must be a UK national/British citizen, hold a UK passport, have single nationality, and have resided in the UK for the past 10 years to meet security clearance requirements. Candidates who already hold SC clearance are highly desirable.

The role: We are looking for a Sales Professional in the Consulting and Engineering Services Business (CES) to join our Defence and High Secure 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 Defence and High Secure 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.

• 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.
• Leads 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.

• Several proven 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.

DXC provide a comprehensive Flex benefits scheme including Pension, Life Insurance, Health insurance, travel insurance, store vouchers/discounts, learning and development, 25 days holiday and options to increase holiday and select benefits appropriate to you.