CES Account Lead

Job Description:

DXC Technology (NYSE: DXC) helps global companies run their mission critical systems and operations while modernizing IT, optimizing data architectures, and ensuring security and scalability across public, private and hybrid clouds. The world’s largest companies and public sector organizations trust DXC to deploy services across the Enterprise Technology Stack to drive new levels of performance, competitiveness, and customer experience. Learn more about how we 

Location:  The candidate can be in either Toronto or Montreal

Overview:
The CES Account Lead leads the go-to-market activity to grow one client or a defined cluster of similar clients for Consulting and Engineering Services (CES).  Responsible for developing and executing the multi-year business development strategy and providing sponsorship for delivering CES professional services. Serves as the trusted advisor and primary business contact for the client. Establishes a business-oriented advisory presence for DXC with the client. Acts as a strategic partner to secure initial consulting engagements (“land”) by understanding client pain points and offering tailored solutions. Build trust and deepen relationships to broaden the scope of engagement (“expand”). 

Proactively creates client satisfaction by addressing concerns, ensuring alignment with business objectives, and leading the narrative with the client.  Ensures that practice profit objectives, sales revenue targets, personal utilization, and revenue goals are met.

Responsibilities 

• Develop the account plan to drive client value and revenue for DXC. 
• Ensures that the action items and sales opportunities identified in the account plan are executed within the identified timeline.
• Orchestrates the DXC account team to focus on the client value propositions. Oversees cross-business unit CES engagements. Is the single “R” in the RASIC for achieving financial and strategic objectives. 
• Builds strategic partnerships with client decision-makers and influencers. Demonstrates a deep understanding of client business and provides relevant points of view and thought leadership. 
• Collaborates with delivery teams to highlight success and create client advocates. 
• Influences decisions and direction at the executive level.
• Develop compelling strategies and win themes for specific proposals and spanning multiple proposals. It is the single “R” for sales pursuits.
• Builds an atmosphere of collaboration and trust with both the client and the account team.
• Manages "offering" resources active in the account. Assesses their performance and development. 
•  Employs “land and expand” approach to secure initial wins and convert them to broader, multidimensional engagements. Cross-sells and upsells for maximum client value and CES revenue. 

Basic Qualifications

•  Bachelor's degree or equivalent combination of education and experience
• Master's degree in business administration or related field preferred
• Twelve or more years of industry or client relationship experience
• Seven or more years of relevant consulting experience, included
•  Five or more years of leadership roles, such as driving account strategy or complex project oversight
• Experience working with concepts, practices, and procedures in the assigned industry 
• Experience selling and delivering solutions to multi-national clients

Other Qualifications

• Deep knowledge of industry trends, both business and technological
•  Exceptional interpersonal, communication, and negotiation skills
• A strategic, collaborative, flexible, and action-oriented mindset
•  Strong leadership skills to coach and mentor DXC personnel who engage in the cluster
• Ability to publicly represent DXC with clients and other external entities
• Ability to anticipate problems and take decisive action with an eye to both client and DXC impact
• Ability to understand and identify with client business and market conditions
• Willingness to travel and “walk the halls” to establish an enduring, valuable presence with the client
•  Demonstrated ability to establish initial engagements and grow them into broader partnerships. 
• Proven track record of account expansion by introducing new services, upselling, and cross-selling

Work Environment
The candidate can be in Toronto & Montreal
Office environment at client locations and/or remote – based on the clients in office policies

Must be legally authorized to work in the Canada without requiring sponsorship now or in the future 

DXC is an equal opportunity employer. We welcome the many dimensions of diversity. Accommodation of special needs for qualified candidates may be considered within the framework of the DXC Accommodation Policy.

In addition, DXC Technology is committed to working with and providing reasonable accommodation to qualified individuals with physical and mental disabilities. If you need assistance in filling out the employment application or require a reasonable accommodation while seeking employment, please e-mail AODA Canada Requests.

Note: This option is reserved for applicants needing a reasonable accommodation related to a disability.

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