Senior Manager Sales – Auto and Manufacturing Industry

Overview

DXC is looking for a Market Seller to join our growing DXC Americas Automotive and Manufacturing Industry team, which includes IT Consulting services, Data and Analytics, Applications, Software Engineering, IT Outsourcing, Cloud, Modern Workplace, Smart Manufacturing, and Security Solutions. Sales professionals drive the sales process and outcomes, growing a profitable pipeline and/or backlog through deal origination, negotiation, and closing.

Responsibilities

• Proactively identify, engage, and win business from dormant client accounts and new logo prospects, driving new contract bookings and resulting revenue growth through strategic relationship-building and consultative selling.
• Business development, lead generation, and deal closures in the Automotive or Manufacturing industry verticals
• Lead complex selling efforts that identify, qualify, cultivate, and close new businesses.
• Create and help frame an Automotive or Manufacturing differentiated-value story, and develop strategic win themes for proposals.
• Interact with Senior Management levels at clients and within DXC

Requirements

• Must have experience selling into one or more industries: Automotive or Manufacturing (Discrete or Process).
• Experience in Sales, Business Development, creating and winning opportunities in an individual contributor role
• Experience selling Consulting and Engineering services – Enterprise Platform (ETP), SAP, Data & AI, Custom Apps, Consulting, and Smart Manufacturing Services
• Experience selling IT Outsourcing, Cloud, Modern Workplace, and Security solutions
• Experience working collaboratively with the Account teams to create strategic and tactical plans to uncover and close revenue opportunities within an industry.
• Proven track record in driving complex sales cycles and working on cross-functional teams
• Proven track record of consultative/relationship selling through increasing revenue from improving close ratios for new clients and expanding business with existing clients
• Extensive knowledge of the competitive landscape and sales process
• Ability to gain access and influence decision-makers at the highest levels in client organizations
• Ability to leverage and explore wider partnerships and their ecosystems to drive additional revenue and value creation by leveraging the marketplace through significant business relationships and network with CXO-levels
• Conversant in enterprise products, solutions, and technology strategies, with the ability to convert current knowledge and skills to our partner ecosystem
• Willingness to travel frequently, based on the work you do and the clients and industries/sectors you serve

Preferred Qualifications

• Bachelor's Degree
• Core management consulting skills include:
• Executive & Digital Leadership Workshop facilitation
• Client interviews/focus groups
• Run end-to-end digital sales cycles (origination -> solution -> close)
• Prior experience inside a complex matrixed organization model is a plus
• Experience working with & jointly going to market with strategic vendors
• Design Client business cases

Other Qualifications

• Strong verbal and written communication skills to persuade others through presentations, demonstrations, and written communication.
• Effective communication skills include listening to clients and articulating back for problem-solving.
• Strong selling and negotiation skills
• Strong interpersonal and presentation skills for interacting with team members and prospective clients up to the Board level.
• Ability to work and lead in a team environment.
• Ability to create and maintain formal and informal networks.
• Ability to publicly represent the company with internal and external clients.
• Ability to use own judgment and initiative in problem resolution.
• Ability to present ideas, goals, problems, outcomes, and processes to a diverse audience.
• Ability to articulate and present the business value of Company solutions with a firm understanding of Company strategies and products related to the Company’s major competitors.

Quota & Scope

• Annual quota typically ranging from $10M–$25M+, depending on territory and account portfolio
• Ownership of enterprise-scale, multi-tower integration and modernization programs
• Responsibility for driving new revenue growth and expanding long-term integration footprints

Work Environment

Must be legally authorized to work in the United States without requiring sponsorship now or in the future.