Categories: Consulting, Business Development, Public Sector, Management

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 6,000 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 Senior Client Partner to 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 DXC's 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:

·       Bachelor’s Degree or 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. We’re committed to fostering an inclusive environment where everyone can thrive.

Recruitment fraud is a scheme in which fictitious job opportunities are offered to job seekers typically through online services, such as false websites, or through unsolicited emails claiming to be from the company. These emails may request recipients to provide personal information or to make payments as part of their illegitimate recruiting process. DXC does not make offers of employment via social media networks and DXC never asks for any money or payments from applicants at any point in the recruitment process, nor ask a job seeker to purchase IT or other equipment on our behalf. More information on employment scams is available here.