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Client Solution Executive, Public Sector

DXC Technology

This is a Contract position in Toronto, ON posted January 28, 2021.

Job Description:

Presentation of the company:

As the world’s leading independent, end-to-end IT services company, DXC Technology (NYSE: DXC) leads digital transformations for clients by modernizing and integrating their mainstream IT, and by deploying digital solutions at scale to produce better business outcomes. The company’s technology independence, global talent, and extensive partner network enable 6,000 private and public-sector clients in 70 countries to thrive on change. DXC is a recognized leader in corporate responsibility. For more information, visit www.dxc.technology and explore thrive.dxc.technology, DXC’s digital destination for changemakers and innovators

Senior Sales Consultant for the Canadian Public Sector in the National Capital Region (Ottawa)

This role is for a senior Industry Sales Consultant to develop and lead pursuits across the DXC portfolio, becoming a trusted advisor to the client(s) as well as establishing and maintaining relationships with key strategic partners.

A successful Candidate will have experience selling and leading digital transformation projects in the Public Sector.   As a sales consultant, you understand customer business challenges and leverage the breadth of the DXC portfolio to meet, if not exceed, client expectations.

French language is an asset.

Responsibilities:

  • Leverage expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area
  • Identify, qualify and orchestrate the appropriate resources to strategic opportunities to address client needs
  • As a Public Sector industry thought leader, you are bridging DXC solutions to customer business needs.
  • Set direction for business development and solution replication.
  • Sell complex products or solutions to customers on a partnership basis.
  • Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals.
  • Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
  • Contribute to enduring executive relationships that establish the company’s consultative professionalism and promote its total solution capabilities.
  • Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.
  • Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

Education and Experience Required:

  • University or bachelor’s degree; Advanced University or MBA preferred.
  • Directly related previous work experience – Public Sector, prefer Canadian Federal Experience
  • Demonstrated achievement of progressively higher quota diversity of business customer, and higher-level customer interface.
  • Prior selling experience includes multiple, diverse set of selling responsibilities. 
  • Viewed as expert in given field by company and customer.
  • Considered a mentor of selling strategy, including designing strategy.
  • Typically, 12+ years of related sales experience.
  • Project management skills required.

Knowledge and Skills:

  • Is considered a master in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large, complex solutions.
  • Excellent communication/presentation skills, collaborator, consultative selling, critical thinking, data driven analysis, design thinking, Agile/XP and timely follow-through.
  • Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
  • Uses expertise specialty, consultative solution selling and business development skills to align the client’s business needs with solution.
  • In-depth knowledge of client’s business, organizational structure, business processes and financial structure.
  • Demonstrates leadership and initiative in successfully driving services sales in accounts – prospecting, negotiating and closing deals.
  • Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
  • Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
  • Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
  • Excellent project oversight skills.
  • Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
  • Works effectively with our partners to drive additional revenue.
  • Demonstrates the ability to leverage the company’s portfolio of products and services to change the playing field against our competition.
  • Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.