Job Description:

Solution Lead- Commercial

About the Role:

As the Strategic Sales Solution Lead, you will be the Storyteller responsible for delivering end-to-end solutions. This includes industry and business approaches, implementation methods, technology use, business and IT processes, and influencing commercial and financial models. Ideally, you have a cross-industry background working with commercial customers.

Key Responsibilities:

Deal Shaping: Develop and present customized solutions to clients, validate solution fit, and establish how solutions contribute to meeting client business cases and objectives.
Opportunity Qualification: Determine if DXC solutions provide a competitive advantage, assess solution risks, define mitigation plans, and confirm DXC’s delivery capability.
Solution Development: Fully responsible for solution development, competitive costing, commercial proposition integration, and business case alignment of DXC solutions.
Client Interaction: Confidently articulate all aspects of solutions, persuasively communicate value to clients, and influence client evaluation criteria and decision-making.
Team Collaboration: Work as part of a multi-functional team with clients, partners, and DXC Sales and Delivery to design solutions that meet clients’ digital strategies and align with DXC business objectives.

Duties and Responsibilities:

Support Sales professionals in interactions with key decision-makers and influencers to position DXC as the sole provider or improve positioning when competitive.
ITIL 4 experience
Evaluate offering capabilities and SME preparedness to realize the proposed solution.
Validate customer business needs against the proposed solution.
Support Sales and Account Executives in finalizing opportunity validation and making go/no-go decisions.
Ensure competitive positioning feedback to offering management and support the definition of win themes.
Understand client business goals and outcomes, aligning company solutions to the client’s end-to-end architectural framework.
Understand complex business problems and commercial frameworks, applying a logical, systematic approach to arrive at appropriate solutions.
Stay updated on commercial and disruptive technology trends in the client’s market and understand how these interact to inform a target solution.
Create a client-centric value proposition that is requirements-driven and delivery/portfolio aligned.
Quickly learn new business models and drivers, articulating how DXC can help clients meet their goals.
Present to CxOs, discuss business processes with business managers, and work on solution strategy and architecture.
Develop organized, clear responses from the client's viewpoint, articulating business benefits and responding directly to client questions.
Produce presentations and demonstrations/proof of concepts that focus on the “how” and “why,” tying specifics of how the solution meets/exceeds client business needs and the “so what?”.
Utilize DXC and partner solution demonstrations and capabilities for producing solutions.
Exhibit first-class influencing skills, quickly becoming a thought leader and trusted advisor.
Communicate outstandingly, both written and orally, reducing complex ideas to simple terms for both non-technical and technical audiences.
Lead large IT projects, whether consulting, pre and post-sales transformational IT services, or IT design and build projects in IT departments.
Keep up with the latest trends, be a disruptive thinker, and drive cultural change in organizations.
Influence clients, senior pursuit leaders, sales and sales support organizations, pursuit and enterprise alliance partners.
Act as a coach and mentor to team members, creating a trust-based high-performing team.
Drive the priorities and activities of team members, raising standards for peers, subject matter experts, and other contributors.

What We Offer:

Competitive compensation
Pension scheme
DXC Select – Our comprehensive benefits package (includes private health/medical insurance, childcare vouchers, gym membership, and more)
Perks at Work (discounts on technology, groceries, travel, and more)
DXC incentives (recognition tools, employee lunches, regular social events, etc.)

Interested? We’d love to hear from you — apply today!

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