Pre Sales Technical Consultant - Modern Workplace

Job Description:

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.

Main Responsibilities:

· 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.

Requirements:

· 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 areas of Workplace and Support Services as well as GenAI, AI and automation.

· Strong skills and experience in positioning and selling of 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

Skills in area of expertise:

We seek candidates with a solid understanding of modern Workplace services including Workplace 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 key software and hardware players and capabilities, Asset, Device and Experience Management, as well as Support and Service Desk capabilities, tools and trends. Experience and skills in the areas of authentication, directories, GenAI utilization, and security, identity and access management, data encryption, and compliance with industry standards.

· Ability to design and propose solutions that enhance productivity, collaboration, and security for modern workplace.

· Understanding of the application of GenAI and AI in Workplace and support Services, ITIL and IT4IT.

· Knowledge in support for remote and hybrid work models, allowing employees to work from anywhere while maintaining productivity and collaboration.

· Minimum of 7 years of presales experience and technical knowledge in area of expertis

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.