UK Public Sector Client Partner

Job Description:

Client Partner for Mission Led Services

DXC (NYSE: DXC)is a leading independent Systems Integrator helping clients harness the power of innovation to thrive through change. DXC serves nearly 6000 private and public sector clients across 70 countries. Our technology independence global talent and extensive partner alliances combine to deliver powerful next-generation IT services and solutions.

DXC is recognized among the best corporate citizens globally and as a longstanding servant to the Defence Industry. Join DXC and work in an international ever-evolving environment actively contributing to achieving new goals! We are currently looking for an experienced UK Based SeniorClient Partnerto manage and reinforce our team.

Successful candidates are required to hold SC clearance or be eligible for vetting

Main Responsibilities:

1. Client Acquisition: Hunt and acquire new clients to expand our current footprint - leveraging incumbency for new opportunities within the current client exploiting adjacency to take current contracted capability into new areas; developing creative approaches to develop new clients/new logos within the MOD FLC and MSHQ footprint

2. Client Consulting: develop trusted customer partnerships based on formal and informal consulting approach to drive client intimacy domain knowledge understanding and insight

3. Strategic Positioning: building on (2) position DXC on strategic initiatives aligned with customer challenges.

4. Stakeholder Management: create and manage the stakeholder map of customers partners specialists suppliers (in association with our SME ecosystem lead); develop and deliver effective stakeholder engagement programme to drive influence reputation and growth

5. Business Development: Develop new business opportunities closely with Service Lines and Ecosystems (Alliances Advisors etc.).

6. Pipeline Growth: Drive growth in our sales pipeline representing DXC capability and sales plays out into the customer landscape as well as leading and contributing to opportunity qualification reviews

7. Team Coordination: Coordinate the Core Team (Client Partners Account Delivery Lead etc.) and Extended Team (Partners Sales Operational Support etc.) to grow DXCs full portfolio.

8. Account Management: Create and maintain the account plan for the Front Line Commands understanding the competitor landscape and working closely with the CSMs and TAMs to identify poor competitor performance and failing contracts for attack

9. Cross-Selling: Cross-sell with current customers.

10. Deal Shaping: Shape deals and build value proposals aligned with customer pain points

11. Deal Participation: Participate in deal and qualification board reviews.

12. Deal Closure: Close deals including short and long-term signings.

13. Client Relationship Management: Manage client relationships develop intimacy and ensure customer satisfaction with new clients.

14. Executive Relationships: Develop and nurture executive or senior management-level relationships with customers.

15. Business Negotiations: Lead business negotiations for contracts.

16. P&L Management: Manage the P&L and drive growth in the assigned territory (Revenue Margin and TCV).

Education and Experience Required:

Bachelors Degreeor equivalent combination of education and experience.

Sector Experience: Significant experience in the Defence Industry as a business leader business development specialist and/or consultant. Extensive network and networking ability plus deep domain knowledge and understanding of the Defence landscape.

Client Management: Several years of experience in client and stakeholder management within the Defence Industry with the demonstrable experience of influencing at all levels within the customer landscape to collaborate in the development and articulation of the customer problem statement

Strategic Insight: Strong capacity to open new positions and ability to address customer pain points. Clear understanding of the Defence context and landscape implications of the new Defence operating model as it matures and the key influencers in that landscape

Deal Expertise: Experience in deal shaping cross-selling and constructing disruptive value proposals.

Financial Acumen: Proven capability for business P&L management financial concepts and contract law.

Leadership: Leadership role with management experience.

Growth Management: Demonstrable capability for winning and growing business and bringing on new customers. Critical to demonstrate the ability to influence upstream prior to requirements being articulated to shape the customer view on preferable partners and solutions to critical problems.

Customer Relationship: Experience in developing customer relationships including strong negotiation presentation and communication skills.

Corporate Knowledge: Proven knowledge of corporate policies products markets and processes with an understanding of general business financial and program management principles and practices.

Attitude and Aptitude

Positive

Collaborative

Confident

Humble

Resilient

Excellent communicator

Pragmatic

Capable

A leader who enjoys being part of a team

Outcome focused

Energetic self-starter

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. Were committed to fostering an inclusive environment where everyone can thrive.

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