Job Description
Key Responsibilities:
- Leadership & Management:
- Lead, mentor, and develop a global team of commercial experts located in Americas, Europe, Asia and Australia
- Establish and track performance metrics to ensure the team meets or exceeds goals
- Foster a culture of continuous learning and professional development
- Quote to Contract Lifecycle Management:
- Pricing Strategy: Ensuring quotes are aligned with the company’s pricing strategy, considering discounts, promotions, and competitive pricing. Utilize approved estimating tools and calculators relating to the relevant Offerings to be proposed
- Approval Workflow: Managing the approval process for quotes, including obtaining necessary signoffs from relevant stakeholders
- Deal Governance: leading the activities and resources responsible for facilitating the solution review and deal governance processes, including contract certification prior to signature execution
- Compliance and Risk Management:
- Policy Adherence: Ensuring all quotes comply with internal policies, pricing guidelines, and regulatory requirements
- Risk Assessment: Identifying and mitigating risks associated with specific deals, including financial, legal, and operational risks
- Process Efficiency:
- Automation and Tools: Implementing and maintaining tools and systems (e.g., CPQ software) to streamline the quote generation process
- Process Optimization: Continuously improving processes to enhance efficiency and reduce cycle times
- Cross-functional Collaboration:
- Engage with all stakeholders that are required to approve a transaction to ensure full understanding and adherence to the approval guidelines
- Finance Coordination: Collaborating with the finance team to ensure accurate pricing and discounting, and to maintain margin integrity
- Legal and Delivery Assurance: serve as the point of coordination among other functional groups for their participation in the development of proposals and quotes, consistent with the management operating model. Ensure all contractual terms and conditions are defined and acceptable and address any legal concerns
- Reporting and Analytics:
- Metrics Tracking: Monitoring key performance indicators (KPIs) related to the deal desk function, such as quote turnaround time, win/loss ratios, and discount levels
- Insights and Analysis: Providing insights and analysis to senior management to support strategic decision-making and identify areas for improvement
- Customer Experience:
- Responsiveness: Ensuring timely and accurate responses to customer inquiries and quote requests
- Clarity: Providing clear and comprehensive quotes to customers, reducing ambiguity and enhancing the customer’s purchasing experience
Qualifications
- Education & Experience:
- Bachelor’s degree in business; advanced degree preferred
- Experience with sales support, to include bid management, deal governance and CPQ
- Minimum of 8 years of experience in commercial contracting, with at least 5 years in a leadership position
- Proven track record of managing and leading global or geographically dispersed teams
- Skills & Competencies:
- Strong business acumen with expertise in relevant technologies for CPQ
- Excellent leadership, coaching, and mentoring skills
- Exceptional communication, presentation, and interpersonal skills
- Ability to build strong relationships with internal stakeholders
- Strategic thinking and problem-solving abilities
- Experience with CRM and sales enablement tools
Compensation at DXC is influenced by an array of factors, including but not limited to the experience, job-related knowledge, skills, competencies, as well as contract-specific affordability and organizational requirements. A reasonable estimate of the current compensation range for this position is $114,200 - $212,000.
Full-time hires are eligible to participate in the DXC benefit program. DXC offers a comprehensive, flexible, and competitive benefits program which includes, but is not limited to, health, dental, and vision insurance coverage; employee wellness; life and disability insurance; a retirement savings plan, paid holidays, paid time off.
If you are an applicant from the United States, Guam, or Puerto Rico
DXC Technology is an Equal Opportunity/Affirmative Action employer. All qualified candidates will receive consideration for employment without regard to disability, protected veteran status, race, color, religious creed, national origin, citizenship, marital status, sex, sexual orientation/gender identity, age or genetic information. DXC's commitment to diversity and inclusive selection practices includes ensuring qualified long-term unemployed job seekers receive equal consideration for employment. View postings below.
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Federal Minimum Wage Poster, Federal Polygraph Protection Act Poster as well as any state or locality specific applicant posters. To access the postings in the link below, select your state to view all applicable federal, state and locality postings. Postings are available in English, and in Spanish, where required. View postings below.
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