Job Description:
Key Responsibilities
Deal Process & Runbook Implementation
- Develop and maintain the Deal Excellence Runbook, including conceptual integration with existing deal artifacts
- Align Strategic Selling methodology with stakeholder requirements
- Drive operationalization and enablement across deal teams
- Continuously update and innovate deal frameworks and best practices
Deal Coaching & Consulting
- Conduct deal coaching sessions at key milestones (Opportunity Walkthrough, Competition Workshop, Pursuit-to-Win (P2W) Workshop, Closing Plan reviews)
- Run structured clinics for sales strategy, competitive positioning, and deal shaping
- Provide expert consultation on deal structure, pricing strategy, and differentiation
- Coach deal teams on Strategic Selling methodology and best practices
Deal Review & Quality Management
- Perform comprehensive deal reviews to identify weaknesses and recommend course corrections
- Ensure deal quality through structured assessment frameworks
- Support deal qualification for €50M+ opportunities with Go/No-Go recommendations
- Assist with A-Team staffing and resource allocation decisions
Governance Design & Support
- Design and facilitate governance frameworks for large strategic deals
- Support weekly Stand-Ups, Steering Committees (SteerCos), and Hypercare sessions
- Ensure fast, effective decision-making throughout the deal lifecycle
Required Qualifications
Essential Experience
- 10+ years in enterprise B2B sales, deal management, or strategic consulting
- Proven track record managing or supporting deals €50M+ in value
- Deep expertise in Strategic Selling methodologies (e.g., Miller Heiman, Challenger, Solution Selling)
- Extensive Pursuit-to-Win (P2W) experience with documented win rate improvements
- Strong governance design and facilitation skills
Technical Skills
- Expert knowledge of deal structuring, pricing strategies, and margin protection
- Proficiency in competitive analysis and differentiation frameworks
- Experience with solution architecture and MVP solutioning approaches
- Strong understanding of enterprise IT services or technology solutions
Leadership & Interpersonal Skills
- Management-level credibility with ability to influence C-suite stakeholders
- Trusted advisor status with Strategic Deal Executives
- Exceptional coaching and facilitation abilities
- Strong consulting mindset—enabler, not administrator
Business Acumen
- Understanding of complex commercial models, risk management, and contract structures
- Ability to balance win probability, margin protection, and cycle time optimization
- Strategic thinking with tactical execution capabilities
Success Criteria
- Demonstrable improvement in win rates (target: 15% improvement)
- Margin protection and prevention of cost creep/over-engineering
- Reduced deal cycle times through effective governance
- Positive feedback from deal teams and executives on coaching quality
- Successful qualification decisions (accurate Go/No-Go recommendations)
Location & Travel
- Location: Europe (time zone relevance for EU/ UKI deals)
- Travel: Up to 30% for deal clinics, governance sessions, deal support and cponsulting, and stakeholder meetings
At DXC Technology, we believe strong connections and community are key to our success. Our work model prioritizes in-person collaboration while offering flexibility to support wellbeing, productivity, individual work styles, and life circumstances. We’re committed to fostering an inclusive environment where everyone can thrive.
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 availablehere.
