Presales Technical Consultant, DXC Technology
Hybrid Cloud and DataCenter Services
Office located in La Défense Cedex, Paris
IT services and consulting company
Be an early applicant
IT services and consulting company
1001+ employees
Be an early applicant
Office located in La Défense Cedex, Paris
1001+ employees
Company mission
To use the power of technology to build better futures for customers, colleagues, environment and communities, help their customers deliver business impact, and to be the employer of choice.
Role
Who you are
- Bachelor's degree or equivalent combination of education and experience
- Master's degree in business, computer science, information technology or related field preferred
- Relevant experience working with the technology industry, specifically handling significantly sized accounts
- Experience working with solution/product portfolios
- Capable in leading the development of winning sales solutions and proposals
- Skills and experience and recognized accreditation in one or more Public Cloud Services (certifications needed)
- Strong skills and experience in positioning and selling of Public Cloud Project- and Professional Services Solutions as well as Managed Services Solutions
- Listening to client and articulate back for solutioning
- Strong interpersonal and presentation skills for interacting with team members and prospective clients up to the board level
- Ability to work and lead in a team environment
- Capable to articulate and present the business value of company solutions with a firm understanding of company strategies and products relative to company's major competitors
- First class influencing skills, able to quickly become a thought leader and trusted advisor
- Outstanding communication including written, diagrammatic and oral and able to reduce complex ideas to simple terms and express these to both a non-technical and technical audience
- We seek candidates with a solid understanding in Hybrid Cloud (Private and Public Cloud) and DataCenter Services including IT Modernization and Transformation experience who like to work with account teams, clients and partners, with a passion for transformation and customer success
- Deep understanding of cloud computing technologies, including hybrid cloud architectures and familiarity with multiple cloud platforms like AWS, Azure, and Google Cloud
- Ability to design and architect scalable, secure, and reliable cloud solutions that meet customer requirements
- Experience in developing POCs to demonstrate the benefits of proposed solutions
- Understanding of networking concepts and technologies, including VPNs, direct connections, and hybrid network architectures
- Experience in implementing and managing security measures across hybrid environments, including identity and access management, encryption, and compliance
- Proficiency in tools like Ansible, Terraform, and Puppet to automate and manage infrastructure as code
- Experience with containerization technologies like Docker and orchestration platforms like Kubernetes
- Minimum of 7 years of presales experience and technical knowledge in area of expertise
What the job involves
- We are looking for Presales Technical Consultants to join our Europe GIS Sales & Presales team
- You will have the opportunity to work with highly skilled and knowledgeable Sales and Presales professionals across the Europe region and help our clients in their digital transformation journey
- The Presales Technical Consultant is the `Storyteller` and will be responsible for the end-to-end solution including the industry and business approach, implementation methods, use of technology, business and IT processes and will influence the commercial and financial models
- He/she will contribute to deal shaping activities by developing and presenting customized solutions to client, validate solution fit and establishing how solutions effectively contribute to meeting client business case and objectives
- He/she will contribute to qualification of opportunities by establishing if DXC solutions give a competitive advantage so that client is likely to buy it, assess solution risks, define mitigation plans and confirm DXC’s ability to deliver
- He/she will be fully responsible for solution development, competitive costing, commercial proposition integration and business case alignment of DXC solutions supporting client business, applications and/or information technology environments
- He/she will work as part of a multi-functional team with the Client, Partners and DXC Sales and Delivery to design solutions that meet the needs of our clients’ Digital strategies and align with DXC business objectives
- Work closely with Sales and Account teams to shape opportunities and develop business case
- Support Client Partners and Sales Professionals in interactions with established relationships (key decision makers and influencers) to position DXC as sole provider or improve positioning when competitive
- Position and sell DXC Solutions to account teams, to customers and partner sales teams on demand and via initiatives
- Evaluate offering capabilities and SME preparedness or timeframe of activation to realize the proposed solution
- Validate the customer business needs against the proposed solution
- Support Sales and Client Partners to finalize opportunity validation and substantiate a go/no-go decision to pursue further
- Ensure competitive position is fed back to offering management, support definition of win themes
- Understand client business goals and outcomes and aligns company solutions to client’s end to end architectural framework
- Understand complex business problems and commercial frameworks and how to apply a logical, systematic approach to arrive at an appropriate solution
- Understand commercial and disruptive technology trends in the client’s market and understand how these interact to constrain and inform a target solution
- Provide technical solution insights to existing & new clients on DXC’s Solution Themes and Offerings
- Provide technical assistance and guidance by identifying customers technical and business requirements, prior to designing a solution
- Consult with offering about capabilities and supporting sales teams, account managers and partners on proposal activities
- Create and deliver technical & commercials presentations internally and externally
- Work with Offering Management to feedback on issues with current services and provide input around new market demands
- Provides industry expertise and client business acumen. Serves as an established subject matter expert on customer architecture, business requirements and company solutions/products
- Engages with all levels of management to sell higher level services and solutions to the customer, enabling competitive advantage for them in the marketplace. Identifies best practices and facilitates introduction into company lines of services
- Proactively participates in membership and contributions of others to professional community and coaches’ others in area of expertise. Regularly produces internally published material such as knowledge briefs, service delivery kit components and modules, etc. presents at multi-customer technology conferences
- Creates and supports sales activities. Able to produces complete proposals for smaller engagements within area of expertise
- Lead presales technical/functional support activity to prospective clients and customers and develop and deliver outstanding presentations and demonstrations
- Influences clients, senior pursuit leaders, sales and sales support organizations, pursuit and enterprise alliance partners
- Seen as a coach and mentor to team members
Our take
Formed in 2017 as part of a merger with Computer Sciences Corporation, DXC has swiftly developed into a global leader in the digital transformation space, providing IT services to numerous enterprise businesses, including over half of FTSE 500-listed companies. Operating across diverse fields such as aerospace, banking, life sciences and transportation, DXC offers a full suite of data analytics, cloud technology, IT consulting and cybersecurity services to help support modernisation in almost any sector.
DXC’s rapid expansion has led to some teething problems. After a rash of large acquisitions shortly after its founding (Tribidge, Molina Medicaid Solutions and Luxoft to name just a few), DXC then went through a period of restructuring, reducing its headcount in some of its markets to allow it to compete with rivals in the IT consulting space such as Deloitte. This has paid off as DXC has returned to profitability after several years of operating at a loss while it consolidated.
DXC had a major PR win in 2022, partnering with Manchester United to be its sleeve sponsor and to help drive the club’s digital transformation. DXC is planning to move forward with a back-to-basics focus on its cybersecurity offering and is seeing major growth in this sector. It is also focusing development on its DXC Platform X technology, having formed a partnership with Dynatrace in 2022 to improve its speed and efficiency.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Company HQ
Ashburn, VA
Leadership
Mike Salvino
(CEO, not founder)President, Chairman and CEO of DXC Technology. Was previously Managing Director at Carrick Capital Partners. Before that was Group Chief Executive with Accenture and Global Sales & Accounts Co-Leader for Aon Hewitt.
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