Principal Offering Sales Consulting

2 days ago

Macquarie Park, Australia DXC Technology Full time

**Summary**

**Essential Job Functions**
- Leads sales cycle from start to finish for delivery of customized consulting services to large or challenging clients. Meets or exceeds annual new business revenue target for an assigned service offering within a defined sales territory. Carries a quota aligned to the scope of territory and/or service offerings.
- Works closely with client relationship and account management team to create account development plans focused on consulting services in areas of company expertise including industry/strategy, business process, technology, systems integration, change management, big data, and cyber security.
- Works across a medium territory to create a market for defined consulting service offerings, and to qualify and develop opportunities within those markets.
- Provides pre-sales support to client relationship personnel to drive a consulting pipeline of qualified leads across a medium sales territory. Engages with the same to qualify leads into opportunities. Executes the standard sale process through to closure.
- Addresses complex client business problems through consulting services and offerings. Develops a compelling value proposition for company solution based on a solid business case and its overall impact on the client's agenda as well as company goals.
- Develops strategic business relationships with key decision makers including customer senior management. Builds relationships while positioning company for future prospects.
- Interfaces with internal department senior management and external partners to develop and implement strategies, plans and business models. Ensures sales solutions meet the needs of customer and company goals.
- May provide leadership and work guidance to less experienced personnel and sales support team

**Basic Qualifications**
- Bachelor's degree or equivalent combination of education and experience
- Bachelor's degree in business administration or related field preferred
- Twelve or more years of business development or sales experience, preferably in a professional services consulting environment
- Experience working with the technology industry
- Experience working with consulting services, technology products, competencies, solutions, and offerings
- Experience working with finance and accounting

**Other Qualifications**
- Strong interpersonal and presentation skills for interacting with team members and prospective clients up to the Board level
- Strong selling and negotiation skills
- Strong communication skills to listen to the client and articulate back for solutioning
- Leadership skills to guide and mentor the work of less experienced personnel
- Ability to lead and work in a team environment
- Ability to create and maintain formal and informal networks
- Willingness to travel

**Work Environment**
- Office environment

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