CES Account Partner
TW2NY - Teleworker/Offsite-USA-NY, United States
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 North Carolina, New York City, or Atlanta, Georgia
Overview:
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 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 North Carolina, New York City, or Atlanta, Georgia.
Office environment at client locations and/or remote – based on the clients in office policies
Must be legally authorized to work in the United States without requiring sponsorship now or in the future
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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ApplyJob Profile
Guam Must be legally authorized to work in the United States Must be located in North Carolina, New York City, or Atlanta Puerto Rico Remote
Benefits/PerksCompetitive benefits Disability Insurance Employee wellness Health, dental, and vision insurance coverage Life and Disability insurance Paid holidays Paid Time Off Remote-first company Retirement savings Retirement savings plan Vision Insurance Vision insurance coverage
Tasks- Build client relationships
- Collaboration
- Communication
- Cross-sell and upsell
- Develop account plan
- Development
- Execute sales opportunities
- Influence executive decisions
- Lead consulting engagements
- Manage account team
Administration Business administration Business Development Business Objectives Client relationship management Client satisfaction Collaboration Communication Consulting Cross-selling Customer Experience Data Architectures Development Engineering Go Hybrid Clouds Industry trends Insurance Interpersonal Interpersonal Communication Leadership Negotiation Operations Organizational Project oversight Sales Sales Strategy Scalability Security Social media Strategic partnerships Technology Thought Leadership Upselling Value Propositions
Experience12 years
EducationBachelor's Bachelor's degree Business Business Administration Degree in Business Engineering Equivalent Equivalent combination of education Equivalent combination of education and experience Master's Master's degree Related Field
Certifications TimezonesAmerica/Anchorage America/Chicago America/Denver America/Los_Angeles America/New_York Pacific/Honolulu UTC-10 UTC-5 UTC-6 UTC-7 UTC-8 UTC-9