Principal Account Sales

DXC Technology Bellevue , WA 98009

Posted 7 days ago

Job Description:

Manages a key global account. Drives strong business performance and manages one Corporate Account spanning across multiple business units and countries. Builds and sustains executive-level relationships, manages account-level profitability, directs and grows team members, and delivers superior client loyalty, all demonstrated through a strong mix of the company's portfolio. Reports outside the country sales organization but does manage directly local sales resources.


Client/Account Relationship

  • Establishes proactively strong professional relationships and credibility with key IT and business executives in the corporate account.

  • Focuses on senior business management challenges and strategies and is periodically called upon by client IT executives for advice and counsel.

  • Acts as business partner to account and "extension" of the customer's IT management team.

  • Demonstrates breadth and depth of knowledge to position and map the company's capabilities that align to client business objectives and initiatives.

  • Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.

  • Leverages existing engagements to spawn new business with opportunities that result in on-going profitable revenue growth for the company.

  • Leverages the full company portfolio to add significant value to customer's business, continuously improve account profitability for the company and expand the company's share of wallet of the customer spent.

  • Actively engages the Executive Sponsor and other senior company executives to build strategic relationships with the customer which ensure long-term business opportunities for the company.

Business Management

  • Builds monitors and orchestrates sales pipeline activities to advance, invest in or divest of opportunities; focuses on generating new and break- through initiatives.

  • Nurtures and closes new company solutions opportunities that result in substantial incremental orders, revenue and margins to the company, representing the entire company portfolio of products and services.

  • Builds long-term growth opportunities (three years or more) using the Account Business Planning (ABP) process; actively manages the ABP through scheduled reviews and updates.

  • Gains business buy-in for the account business opportunities and has a solid understanding of the business case from the company internal stakeholders in the GBU's and the countries/regions.

  • Provides the business rationale and risk assessment for making company investments in the account.

  • Meets quarterly and annual sales goals, and coaches company resources to meet and exceed targets

Account Team Management

  • Orchestrates the resources and sponsorship essential for executing business effectively on a global scale. Engages company sales specialists, channel and alliance partners to fully leverage the portfolio of company solutions; optimizes deployment of specialists and partners, instills a sense of opportunity ownership to drive deal closure, and maintains ongoing dialogue with pursuit leads to maximize client value.

  • Coaches account team members to optimize performance and to enable broader and deeper client engagement.

  • Coordinates all company activities in the account, e.g. sales activity, marketing programs, executive forums, delivery of on-going engagements and RAP surveys; develops a communication plan and employs effective processes for keeping direct and virtual team members updated.

  • Coordinates multiple WW BU delivery organizations to support client engagement and service in the account.

  • Actively engages the Executive Sponsor and selectively leverages other senior company executives to build strategic relationship which favorably position long-term business opportunities for the company and are complimentary to overall account activities.

  • Drives integrated planning and coordinated sales execution effectively.

Portfolio Knowledge

  • Knows the company's broad portfolio and how to integrate different solutions, or engages the appropriate resources, to create unique and innovative solutions for the customer.

Essential Job Functions

+8 years of experience in sales

Basic Qualifications

ITL experience

Telecomm and tech experience

Available to travel

Manage accounts of 10-20 million per year

Experience selling:

App services, itl, cloud services, telecomm

Other Qualifications

Availability to work 80% of the time travelling

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Principal Account Sales

DXC Technology