Sales Executive Energy&Utilities

Job Description:

DXC Technology is looking for a Sales Executive with deep experience in the Energy and Utilities industries.

We are seeking a skilled individual with long-standing experience and deep knowledge of the industry business, who understands the customer's needs, business model, and issues, to become their “trusted advisor”.

This client-facing senior IT advisor will:

• Proactively build relationships to share credible ideas, insights, and experience enabling our customers to take advantage of technology.
• Drive a consultative selling approach in relation to the financial services industry trends and challenges.
• Mobilize a network of DXC experts to showcase technical capabilities and viable solutions across the stack from Applications, Analytics to Digital Engineering.
• Identify value-adding opportunities provided by DXC and its broader partner ecosystem.
• Leverage knowledge of clients’ IT estates and competitive challenges to review, propose, validate, and qualify relevant feasible projects for business optimization and digital innovation.
• Interact with customers' key stakeholders to seek validation and sponsorship of solution stages, roadmap, and timing of outcomes.
• Contribute to DXC points of view (PoV) for the financial services industry.
• Coordinate all deal team efforts with the sponsorship of Sales Manager/Director.
• Develop deal timelines and ensure that the pursuit team meets deal milestones and deadlines.
• Assist in opportunity qualification and risk assessment.
• Validate/endorse the technical solution for the deal and work with delivery to assure that solution design can be properly delivered.
• Lead the pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.

The candidate profile should demonstrate the following skills:

• Technical – experience in outlining a consistent technology strategy for assigned customers.
• Business – knowledge of industry environment, trends, processes, and business relations.
• People – experience in collaboration and partnering environments, showing clear communication skills, and influencing capabilities, demonstrating persistent long-term trust relationships with key senior managers.
• Leadership – inspire customer’s senior managers, driving results and dynamic team building with agile management familiarity; act as a change agent.
• 7-10 years of experience in selling IT services and outsourcing business.
• Hunter profile very comfortable prospecting for new clients.
• Expertise in selling big deals in Application and Digital transformation to Enterprise and Corporate size clients.
• Average deal size > $5M.
• A proven and consistent track record exceeding quotas consisting of annual sales and revenue objectives.
• Experience in building strong, collaborative customer relationships with line-of-business and technical executives.
• Ability to navigate a customer through sales negotiations and technical presentations in person and remotely.
• Solid knowledge of the business, customers, partners, and how they work together.
• Demonstrated business communication skills in Italian and English.
• Passion for technology as an enabler of business Digital Transformation.
• Very good level of consultative approach, solution selling, and business development skills.
• Business and customer-oriented team player with the ability to form alliances across boundaries.
• Good influencing and communication skills.
• Ability to cope with high peak workloads, extensive travel, and periods away from home, with short deadlines.

Work location: Rome with remote work possibility

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