Enterprise Multi Service Solution Architect - Presales

Job Description:

Essential Job Functions / Responsibilities

• As industry expert, develops and drives large and/or complex business solutions for targeted/assigned customers. Provides in-depth solutions architecture capability based on specific customer's business needs. Oversees holistic solutions from both business and technical perspective, taking into account all realities and constraints such as costs, contract terms, business conditions and the technical environment of the client.
• Breadth across Applications, Analytics, Digital to define target Architecture for clients and ability to work with key Practitioners for end-to-end solution accountability. Depth in Cloud, Data, AI, ITO & DevOps will be added advantage
• Assists the sales and business development functions create and qualify opportunities.
• Develops solutions that are aligned with client needs and achieve DXC’s internal delivery and financial requirements.
• Owns and creates proposals with the help of the SMEs to meet client requirements and compel them to buy. And, Offers self-service access to global best practices, collateral and reusable content.
• Understands customer business by actively researching customer to determine business issues. Establishes technical credibility with existing and prospective clients providing the ability to cultivate relationships and envision creative sales and solution strategies that generate additional revenue.
• Cultivates key trusted-advisor relationships with senior level IT executives demonstrating an understanding of key business challenges within customer markets and how Company technology-enabled business solutions can address those needs.
• Provides leadership and strategic guidance with pursuit teams during the solution development process to ensure alignment with overall Company sales and client business strategy. Develops high-level technical operating strategies and solutions, and benefits. Analyzes stakeholders, identifies and recognizes prospect traits and determines how to effectively influence their decision.
• Leads Solution Design Workshops and ensures alignment across the client’s business objectives, the technical solution, the Statement of Work and the contract. Develops an integrated, cost-effective solution that meets the client's requirements, maximizes DXC’s competitive advantage, and adheres to the allowable cost. Designs the solution based on client objectives using Value-Based Solutioning (VBS) concepts. Includes but separates additional services that add value and improve Total Cost of Ownership and/or business case. Identifies acceptable solution trade-offs and risks to both DXC and the client. Leads development of an integrated transition and transformation plan (includes plan overview, timeline, and detailed plan). Develops SOWs and negotiates SOWs and contract terms with client.
• Interprets client requirements to ensure they address business goals
• Researches existing industry, market and IT (information technology) services best practices and trends as well as alliances to evaluate and ensure Company solutions and services are meeting the needs of clients. Leverages partner solutions to continuously find ways to solve customer needs. Provides recommendations to offering organization on new offerings, upgrades/augmentation to enhance corporate competency in meeting the needs of customers.
• Builds and maintains an understanding of DXC’s and Partner offerings (features, advantages, and business benefits to clients). Can identify partner companies that have specific capabilities that we can work with to reduce competition or increases our chances of winning.
• Provide ongoing assistance to the delivery team during transition by providing guidance on 'intent,’ previous client discussions and drivers for design decisions. Understand POR variances and assist delivery to execute change control and/or minimize variances.
  

Basic Qualifications & Competencies

• Bachelor's degree in business, computer science, information technology or related field preferred
• Fifteen or more years of business solutions, technical consulting, or sales solutions experience
• Experience working with the technology industry, specifically handling significantly sized accounts
• Experience working with solution/product portfolios
• Experience developing winning sales solutions and proposals
• Experience working with technology products, services, competencies, solutions and offerings
• Experience working with business environment, business industry and competitor products and services

Additional Skills

• Strong verbal and written communication skills to persuade others through presentations, demonstration and written communication
• Strong communication skills to listen to client and articulate back for solutioning
• Strong selling and negotiation skills
• Strong interpersonal and presentation skills for interacting with team member and prospective clients up to the Board levelDemonstrated ability to build trusted relationships with CxO or Director level client executives
• Ability to work and lead in a team environment
• Ability to create and maintain formal and informal networks
• Ability to publicly represent 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 be understood by a diverse audience
• Ability to articulate and present the business value of Company solutions with a firm understanding of Company strategies and products relative to Company's major competitorsModerate Legal acumen (contracts, negotiations, and legal) and Financial acumen (TCO analysis)

At DXC Technology, we believe strong connections and community are key to our success. Our work model prioritizes in-person collaboration while offering flexibility to support wellbeing, productivity, individual work styles, and life circumstances. We’re committed to fostering an inclusive environment where everyone can thrive.