CES Account Partner

Job Description:

DXC Consulting Account Partner Job Description

Summary

The Consulting Account Partner 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 for providing sponsorship for the delivery of 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.

Essential Job Functions

• Develops 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 in the timeline identified.
• 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.
• Develops compelling strategies and win theme both for specific proposals and spanning multiple proposals. 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 to 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

• Office environment at client locations and/or remote – based on the clients in office policies

 

Compensation at DXC is influenced by an array of factors, including but not limited to the experience, job-related knowledge, skills, competencies, as well as contract-specific affordability and organizational requirements. A reasonable estimate of the current compensation range for this position is $114,200 - $212,000.

Full-time hires are eligible to participate in the DXC benefit program.  DXC offers a comprehensive, flexible, and competitive benefits program which includes, but is not limited to, health, dental, and vision insurance coverage; employee wellness; life and disability insurance; a retirement savings plan, paid holidays, paid time off.

If you are an applicant from the United States, Guam, or Puerto Rico

DXC Technology is an Equal Opportunity/Affirmative Action employer. All qualified candidates will receive consideration for employment without regard to disability, protected veteran status, race, color, religious creed, national origin, citizenship, marital status, sex, sexual orientation/gender identity, age or genetic information. DXC's commitment to diversity and inclusive selection practices includes ensuring qualified long-term unemployed job seekers receive equal consideration for employment. View postings below.

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