**Location: MYS - CYBERJAYA****KEY RESPONSIBILITIES**Â- Demonstrated ability to build trusted relationships with CxOÂ- Consultative approach in interacting with clients, asking probing, relevant questions to draw out underlying issues and validate solution options. Applies active listening techniques.Â- Leads Deal Shaping Workshops ensuring all aspects of the solution are addressed to ensure we have a solution strategy that covers technical, delivery, financial and commercial aspects.Â- Effective communication skills and able present to CXOÂ- Should have In-depth knowledge on ITO, Cloud & Security and breadth across Applications, Analytics & Digital transformationÂ- Leads the Client Solution Strategy (CSS) session to define the high level solution strategy. Value based selling to clientsÂ- Ability to articulate DXC view aligning to the Client Business / Digital strategyÂ- Leads Solution Design Workshops and ensures alignment across the client's business objectives, the technical solution, the Statement of Work and the contract. Develops an integrated, cost-effective solution that meets the client's requirements, maximizes DXC's competitive advantage, and adheres to the allowable cost.Â- Leads development of an integrated transition and transformation plan (includes plan overview, timeline, and detailed plan). Develops SOWs and negotiates SOWs and contract terms with client.Â- Collaborates effectively with the appropriate delivery leaders to design the solution and agree on key solution parameters prior to costing activities.Â- Deep understanding of the role of IT within a chosen vertical industry segment including key business processes and associated IT trends. Applies industry knowledge to solution, client presentations, and proposal content.Â- Builds and maintains an understanding of DXC's and Partner offerings (features, advantages, and business benefits to clients).**COMPETENCY: Deal Shaping**Â- Leads Deal Shaping Workshops (DSW) utilizing the output to interact with client stakeholders to qualify, influence and shape decision criteria and Pro-active proposals to clientsÂ- Uses vertical industry knowledge to develop a comprehensive understanding of client business needs and solution requirementsÂ- Qualifies and shapes multi-practice opportunities in early client discussions to ensure mutually beneficial outcomes for the client and DXC.Â- Identifies probable competition and evaluates relative DXC strengths and challenges to contribute to pursuit strategySupports sales by helping them to create the sales strategy, win themes, price strategy and defining the client messages, including business case development and solution approach. Escalates to leadership when sale strategy and/or client objectives and requirements are unclear.**INDUSTRY EXPERTISE**Preferred deep understanding of the role of IT within a chosen vertical industry segment including key business processes and associated IT trends. Should have sufficient knowledge about the Industry, to ask the right questions to Industry expert. This will help to align solution to Client business / Industry Applies industry knowledge to solution, client presentations, and proposal content.
