Deal Analyst(UK Public Sector)

Job Description:

At DXC Technology, we’re people first. Why? Because it’s people that get the job done.

We have a flexible, autonomous, and open work culture. It’s successful because we have character: we’re proactive, collaborative, and ambitious; we find solutions, set standards, and make things happen. We’re focused on the future, so we keep our employees at the cutting-edge of their fields with personalized training programs. At DXC, you’ll find opportunities that match your efforts, and a team of good people to inspire you and recognize the important work you do.

We are currently looking for an experienced UK Public Sector Deal Analyst to join our growing team.

The Deal Analyst (DA) works as part of the Deal Advisory and Shaping – a function within our Global Bid & Proposal cross-functional team.  The DA draws together elements of competitive and market intelligence, understanding of client requirements, knowledge of service offerings and technical solutions, cost structures, and pricing methodologies to help DXC Technology develop compelling and competitive win strategies and propositions for our clients.

The DA engages early in the sales process to work with the sales lead to help shape and qualify the opportunity. This involves working closely with the sales lead to better understand the client’s business objectives, requirements, our relationship, competitor landscape and market analysis for the provision of like services.

The DA is an integral core team member on pursuits, helping to define a competitive win strategy, leading the team in determining the customer business case, driving the analysis and advising sales on competitive positioning strategy by utilizing the client’s evaluation criteria and market data to present a customer centric view on business and commercial points.

In addition, the DA is a critical resource for client facing activities helping to articulate our business value, working with the client on their business case, helping to shape the deal structure & commercial approach and contributing to negotiation planning and participation when closing new business.

EXPERIENCE/SKILLS REQUIRED:

• Engages early with the opportunity owner to understand the opportunity and to help shape and qualify the deal to inform the decision-making process.
• Contributes towards the competitive sales strategy through working with sales on the preparation and facilitation of Win Strategy workshops or related sessions.
• Uses competitive intelligence, customer budget analysis, and knowledge of service offerings to help determine a competitive market price and commercial objectives for sales pursuits
• Engages in business development activities in support of the Client Principals and Sales Executives
• Provides help and direction in the solution strategy and commercial approach to correctly reflect the client requirements and objectives
• Develops of pricing methodologies and commercial sales strategies that differentiate DXC from the competition and compel our clients to choose DXC
• Collaborates with sales, solutioning, legal and finance to identify risks and mitigation strategies
•  Assists in producing client-facing documents as required
• Assists in client negotiations of final contract, supporting pursuit leadership with commercial and business insight
• Ability to explain deal construct and story behind the winning commercial proposition to CxO level both internally within DXC and externally to clients and third-party advisors

• Candidates should have demonstrated business acumen and proven experience in the IT Services industry with broad knowledge across commercial, financial and technical functions.
• Several years of pre-sales experience, including knowledge and expertise in crafting competitive win strategies with specific focus on profitable commercial propositions that are market competitive
• Experience developing commercial and business solutions in a technical environment that comply with client requirements.
• Experience articulating the technical, commercial and business solution with a value proposition in a sales environment.

OTHER RESPONSIBILITIES

• Assists in pre-qualification of pursuits as needed, including performing analysis on prospective deals as part of the deal qualification process
• Identifies and implements standards and best practices relative to competitive analysis & ghosting, client base case analysis, risk analysis and commercial positioning
• Works with cross-functional teams that include offering management, delivery, and business/support units to improve DXC’s market competitiveness, competitive ghosting capabilities
• Assists in developing and deploying capabilities (tools, processes, methodologies, and materials) to support and enhance solution, ROM pricing, commercials and deal structure.
• Develops white papers in areas of expertise (i.e., Competitive Market Analysis, Client Analysis, Commercial Structures, Base Case Analysis, etc.)

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.