Job Description :
Position Title Industry Solution Consultant
Responsible for solution development, competitive costing, and commercial proposition integration and business case alignment of DXC solutions supporting client business, applications and / or information technology environments.
Solution scope includes ongoing delivery of services, services startup and transition, initial people, technology and process transformation as well as ongoing refresh, meeting client's specifications, strategic direction, technology context, and business needs.
Confidently articulates all aspects of solution and persuasively communicates value to the client. Influences client evaluation criteria and decision making.
Works individually, in teams or as leader, to determine customer requirements in complex and often ambiguous outsourced environments.
Interacts effectively with team, pursuit leaders, internal governance and business leadership to advance sales efforts.
This role will be industry aligned and demonstrable experience in one or more of the following industries is needed. The candidate should be able to demonstrate flair and acumen and should have dealt with clients in one or more of these industries and able to articulate the Solution value proposition fitment to the industry
Banking and Capital Markets
Healthcare Public sector in US
Life Sciences and Healthcare
Media and entertainment
Consumer and Retail
Manufacturing and Auto
Energy and Utilities
Travel and Transportation
Responsibilities : Opportunity Analysis
Engages IT, business and CxO management, key presenter and influencer, trusted advisor
Develops business and technology roadmap and strategy
Ensures competitive position is fed back to portfolio management
Understands DXC's end to end solutions which best address customer needs.
Creates value and constantly qualifies for DXC.
Identifies services opportunities for DXC in customer’s enterprise information technology and business processes
Contributes to win strategies and definition of win themes, including business case development and solution approach
Is aware of market price for offerings in scope
Solution Design and Development
Shapes, interprets and helps define client requirements to ensure they address business goals
Redefines services, service level agreement and other requirements based on client objectives. Integrates additional services, approaches that add value, improving Total Cost of Ownership and / or business case
Allocates allowable cost targets for solutions. Validates results using comparable deal history, competitor and market data.
Captures and highlights risks and any associated costs
Creates innovative delivery approaches to meet real client needs
Applies top-down or yellowpad tool estimates where appropriate in deal cycle. Validates against client base and business case.
Provides feedback and ownership for cost issues
Models major components of most towers. Understands impact and estimates variation across all towers caused by changes in significant deal variables.
Optimizes solution through balancing cross-tower interactions. Optimizes overall client Total Cost of Ownership impact of solution
Contributes to solution methodology (repeatability, innovation, speed). Delivers concrete, sustainable improvements to the team and broader solutioning community.
Shares and advocates best practice
Influences internal leads, pursuit team leaders, offering management, Delivery at first or second line leader level
Drives solution and / or pursuit realignment to support higher business value, supports pursuit win themes and value propositions, generates Total Cost of Ownership impact, engages and leads vendors and partners to create solutions
Articulates client business value previously not discovered or identified, integrates into company’s story and solution
Engages and tasks peers and subject matter experts appropriately, defining vision, desired services and products.
Leads, coordinates inter-tower solution linkage and optimization. Leverages in-flight and scheduled client and delivery projects and initiatives for enhanced solution efficiency and / or cost advantage
Identifies opportunities to leverage portfolio, delivery and client strategic directions and investments. Guides integration in Solutioning and client value communication
Review and provide input to financial assumptions, commercial T&Cs and contract definitions
Drafts and reviews contract adjustments to support solution provisions. Highlights terms and conditions impact of cross-
tower solution provisions. Identifies and mitigates business risk
Analyzes solution, delivery and client requirements to identify transition issues, asset or employee transfer needs. Defines new approaches for transition, enhancing speed, efficiency, accuracy and client satisfaction.
Includes integration with client processes and policies, delivery tools deployment, staffing and process startup
Directs governance activities, negotiates with governance process leaders on deal needs. Drives and leads reviews, including higher-
level Delivery review, commercial and executive governance reviews
Client / Customer Relationship
Builds strong professional relationships with key IT and business executives globally
Communicates the value of technology in business terms
Understands and addresses CxO issues in relevant business terms
Applies strong consultative selling techniques to advance opportunities
Is perceived as a trusted technical advisor by the customer
Manages problem resolution and customer satisfaction issues through strong partnering capabilities
Participates in client negotiations, influences strategies and leads technical contract elements
Account Team Collaboration
Actively participates with the account team in account and opportunity planning on a global basis
Understands the roles and effectively directs other teams and resources within DXC and partners